I suspect it's human nature to constantly be in search of short cuts. We want … [Read more...]
Author: David Brock
"Short Cuts" Seldom Proove To Be Short!
Is The "Buyer Journey" Even A Thing Anymore? Posted on November, 2023
Ever since I started selling--you know back in the old days when phones were … [Read more...]
We Could Be Doing So Much More.... Posted on November, 2023
Sometimes our success limits our thinking about what we could be achieving. We … [Read more...]
"There's Room For Humanity In Business..." Posted on November, 2023
One of my favorite things to do on Friday mornings is to listen to Matt Heinz … [Read more...]
"I Don't Have The Time To Coach!!" Posted on November, 2023
I spend a lot of time with sales managers, at all levels. Too often, I hear the … [Read more...]
Trick Or Treat...... Posted on October, 2023
This morning, as a drank my morning coffee, I went through my email and social … [Read more...]
Mirroring Posted on October, 2023
Early in my selling career, I was in a short training class. We were being … [Read more...]
Let's Banish The Word "Pitch" From Our Vocabularies! Posted on October, 2023
The word "Pitch" has dominated selling language. We are constantly subjected to … [Read more...]
The Importance Of Follow Up Posted on October, 2023
Not long ago, I was speaking with a group of sales managers. They were … [Read more...]
Are You An Indispensable Partner? Posted on October, 2023
Periodically, my friend, Martin Schmalenbach, and I have conversations on the … [Read more...]
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