We struggle to hit our goals, make our numbers. Every year, we see decreases in … [Read more...]
Author: David Brock
Why Are We Satisfied With Such Poor Win Rates?
What Sellers Can Learn From F1 Racing Posted on April, 2022
I'm a huge fan of F1 Racing. It's just fascinating to watch, learn about the … [Read more...]
"As Luck Would Have It....." Posted on April, 2022
I'll start with a golf story. For years, I've tried to play golf. I've gone … [Read more...]
Paying Attention To The Cues/Clues Posted on April, 2022
It's pop quiz time. Be honest, don't scroll down to get the answer. Here we … [Read more...]
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [Read more...]
Who Said No? Why? Posted on April, 2022
My friend Brian MacIver added a brilliant comment to my post "On Consensus … [Read more...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Buying The Way I Want To Buy, Not How You Want Me To Buy Posted on April, 2022
I just received a note from Amazon. I had just bought a Kindle book. Along … [Read more...]
Trying To "Fix" Our Customers Posted on April, 2022
As leaders, when we think about developing our people, helping them overcome … [Read more...]
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