When I read my feeds or listen to a lot of "experts," the focus is always on … [Read more...]
Author: David Brock
Can We Be Helpful And Still Make Our Quotas?
What's Really Possible Posted on April, 2023
Just a quick interruption of your Sunday, but I want to make sure you are aware … [Read more...]
Telling Us What We Want To Hear... Posted on April, 2023
The latest generations of AI tools seem to be offering us the "miracle cures," … [Read more...]
What About Seller FOMU? Posted on April, 2023
Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
In Tough Times, Do Less, Better! Posted on April, 2023
As we face tougher business and economic times, I see too many organizations … [Read more...]
What If You Only Have 100 Potential Customers? Posted on April, 2023
Let's try a thought experiment. I'll start with a bit of background. When … [Read more...]
Competence Without Confidence Is Meaningless! Posted on April, 2023
We invest billions in developing the competencies of our sellers. We have … [Read more...]
In What World Is This Considered Great Prospecting?!??!!! Posted on April, 2023
I know, I know. I shouldn't get so wound up about the stupidity I see in … [Read more...]
We Miss The Point In Asking About "The Future Of Selling!" Posted on April, 2023
Every week, I am asked to participate in a number of … [Read more...]
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