Some years ago, my father was mentoring a young man. My father was in his late … [Read more...]
Author: David Brock
Finding The "Music" Between The Notes.....
Unintended Consequences, Games Sellers Play... Posted on May, 2022
Too often, in trying to "manage performance," we put in place rules, policies, … [Read more...]
Buying Is Broken! What's This Mean For Selling? Posted on May, 2022
Report after report tell us that buyers are failing in their mission to solve a … [Read more...]
Managers, Our People Are Our Customers Posted on May, 2022
What if we applied the principles of high impact, value creating selling to our … [Read more...]
The Prospecting Call(s) Posted on May, 2022
The phone rang, I absently picked it up, thinking it was another call that was … [Read more...]
So Now You Are A New Sales Manager, What’s Different? Posted on May, 2022
First, congratulations, your first job as a sales manager is a huge step forward … [Read more...]
We Know About The "Digital Buying Journey," But What Does This Mean About Digital Trust? Posted on May, 2022
We know trust is important in all our relationships. We know that trust is … [Read more...]
Introducing "Radical Lessness" Posted on May, 2022
We live in a world where we seem to be driven by "Doing More." As sellers, … [Read more...]
Helping Managers Coach... Posted on May, 2022
I suspect we all agree that coaching is important to the development of our … [Read more...]
Sales Enablement, The Sound Of One Hand Clapping Posted on May, 2022
Again, I have to start this post with an apology. I'm a huge fan of sales … [Read more...]
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