We are obsessed with our competition. We study them and their strategies. We … [Read more...]
Author: David Brock
What About Our Competitors???
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
Pipeline Management Posted on March, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in … [Read more...]
On Scarcity And Abundance Posted on March, 2023
The concepts of scarcity and abundance touch all aspects of our lives. The more … [Read more...]
What's Old Is New........ Posted on March, 2023
I was reading an interesting article today. It concerned a group of early stage … [Read more...]
Data, Data, Everywhere....... Posted on March, 2023
In Samuel Coleridge's The Rime Of The Ancient Mariner, there's a famous line, … [Read more...]
Will AI Replace Sellers? Posted on March, 2023
Looking through my feeds, today, it seems people are fixated on ChatGPT and … [Read more...]
Sales People Need To Be Subject Matter Experts! Posted on March, 2023
I don't think anyone would disagree with the statement, "Sales people need to be … [Read more...]
Understanding The Problem Posted on March, 2023
We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
Leveraging Deal Size And Sales Cycle Posted on March, 2023
I've been writing a series looking, ultimately, at pipeline management. I've … [Read more...]
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