Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
Author: David Brock
Value Realization Is Only Table Stakes, What Differentiates Us?
"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...]
Our Fears Of Losing.... Posted on October, 2022
Classically, we tend to view winning and losing as two sides of the same coin. … [Read more...]
Ask Us (Almost) Anything! Posted on October, 2022
I'm excited to announce a new LiveStream series! Aaron Evans and I are … [Read more...]
Seller Engagement, Are We Asking Ourselves The Right Questions? Posted on October, 2022
We are encountering unprecedented turnover, engagement, talent … [Read more...]
SDRs And AEs, Do We Have Things Backwards? Posted on October, 2022
I've always had a contrarian opinion about the roles of SDRs and AEs. While … [Read more...]
Do Your Sellers Know How To Converse With Your Customers? Posted on October, 2022
I spend a lot of time in non-English speaking countries. My French and German … [Read more...]
Problem Solvers Or Problem Responders? Posted on October, 2022
One of the great joys of working with sellers and leaders is that, generally, we … [Read more...]
Oh No! It's A RFP?!? Posted on October, 2022
I recognize that I'm jumping around in my continued series on "Things we thought … [Read more...]
Are Your Customers Doing Their Homework? Posted on October, 2022
Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]
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