If I were forced to identify the single most important capability for anyone, at … [Read more...]
Author: David Brock
Why Are We So Incurious?
When The Going Gets Tough.... Posted on August, 2022
We are, in the very least, facing huge uncertainty. The global economy--are we … [Read more...]
On Driving Performance Posted on August, 2022
As leaders, a key element of our job is to maximize the performance of each … [Read more...]
We've Got The Discovery Process All Wrong! Posted on August, 2022
Too often, we fail in our initial engagements with our customers. In our … [Read more...]
What About Digital Buying Rooms? Posted on July, 2022
There's a lot of good conversation around creating Digital Selling Rooms. … [Read more...]
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
A Guaranteed Method Of Getting Customer Meetings! Posted on July, 2022
Everything I read, every conversation I have with sellers; the same issue … [Read more...]
Standing Out When The "Well Is Poisoned" Posted on July, 2022
Recently, I've had a number of conversations with frustrated executives. CROs … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Growth And Scaling.... Posted on July, 2022
Our business and sales conversations are filled with the words growth and … [Read more...]
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