Somehow, the New Year is "Account Planning Season." Possibly, last quarter, you … [Read more...]
Author: David Brock
The Problem With "Account Planning"
"Fresh Starts" Posted on January, 2024
Somehow, the New Year, particularly for sellers, represents a fresh start. … [Read more...]
Personalization Is, Well.......Personal..... Posted on December, 2023
It's year end, people are reaching out, through all channels, with connection … [Read more...]
On Connections, Connecting, And Reconnecting ...... Posted on December, 2023
Yes, we've all come to despise connection requests. Our inboxes are filled with … [Read more...]
We Are Efficient, But Are We Effective? Posted on December, 2023
Time is a problem. We never have enough. And regardless what we do, we never … [Read more...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
Our Unique Value Proposition Posted on December, 2023
As sellers, we always talk about the importance of our "Unique Value … [Read more...]
Are You Provoking The Right Questions? Posted on December, 2023
We often gauge the quality of our conversations by the responses we get in those … [Read more...]
The Power Of "Ad Hoc" Coaching Posted on December, 2023
As leaders, we know our job is to maximize the performance of our people. We … [Read more...]
Is Selling Dead Or Dying? Posted on December, 2023
It's interesting to see continued predictions of the death of selling. There … [Read more...]
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