Somewhat surprisingly, my post on Win Rates generated a lot of discussion. As … [Read more...]
Author: David Brock
Pipeline Quality
Ask--Don't Guess--Don't Assume..... Posted on February, 2023
I'm a, sometimes, fan of Scott Osman's posts. He just published a fascinating … [Read more...]
Win Rates Posted on February, 2023
As much as we obsess on winning, hitting our goals, earning commissions; we are … [Read more...]
What Is "Salesmanship?" Posted on February, 2023
I read a fascinating article by Kelly Fairchild. She talked about … [Read more...]
Hacking Business Acumen With ChatGPT Posted on February, 2023
Regular readers will know among a number of things, I'm obsessed with ChatGPT … [Read more...]
The Subjectiveness Of Value Posted on February, 2023
I'm a fan of Larry Levine, he provokes thoughtful discussions. Recently he led a … [Read more...]
Blinded By The Hype Posted on February, 2023
In the late 70's I was captivated by the song, "Blinded By The Light," performed … [Read more...]
Why Do We Think Our Customers Know What They Are Doing? Posted on February, 2023
Shout out to my friends Matt Heinz and Brent Adamson. In listening to their … [Read more...]
Preaching To The Choir..... Posted on February, 2023
I was confronted with a really discomforting thought today. As I listened to a … [Read more...]
Educating Our Customers.... Posted on February, 2023
Hank Barnes wrote a brilliant post, "A Question Of Prospect Education" It's an … [Read more...]
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