Selling is tough! I can't imagine more of an understatement. Despite all the … [Read more...]
Author: David Brock
Squandered Opportunity
Who's Your Competition? Posted on October, 2022
We, sometimes, assess ourselves against the wrong competitors. We think our … [Read more...]
......Putting In The Time..... Posted on October, 2022
I was in a fascinating discussion with a group of thoughtful sales managers. … [Read more...]
Mine Is Bigger Than Yours! Posted on October, 2022
Get your minds out of the locker room! I'm talking about your Sales Stack! Is … [Read more...]
Is There (Sales) Life Outside SaaS? Posted on October, 2022
It seems everything in my feed is dominated by "SaaS Selling." It may be the … [Read more...]
"This Is What We Do....." Posted on October, 2022
We all recognize this, "This is what we do....," or some variation of this … [Read more...]
I Don't Care How Many Calls You Make Or Emails You Send! Posted on October, 2022
I read an article about the key productivity metrics managers are tracking. … [Read more...]
Who's Our Ideal Customer? Posted on October, 2022
I've taken a break from my series "Things We Thought We Knew About Selling But … [Read more...]
Value Realization Is Only Table Stakes, What Differentiates Us? Posted on October, 2022
Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
"It's The Way We Put It Together, That Sets Us Apart" Posted on October, 2022
Too often, when we look at high performance organizations or sellers, we tend to … [Read more...]
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