Regardless our role, there are certain aspects of our jobs we don't like. They … [Read more...]
Author: David Brock
The "Things We Don't Want To Do"
Who Is This Important To? Posted on November, 2024
We are taught to "call high." We want to reach the top executives in an … [Read more...]
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
Is The Problem You Solve The Problem The Customers Have? Posted on November, 2024
Recently, I've been having a number of fascinating conversations with sellers on … [Read more...]
"Getting Out Of The Building......" Posted on October, 2024
Steve Blank has a concept he calls, "Getting out of the building." Tom Peters … [Read more...]
Tilting The Numbers In Our Favor, In Praise Of Lazy Sellers Posted on October, 2024
We have metrics for virtually anything in selling. We have endless performance … [Read more...]
"Quid Pro Quo And Caring" Posted on October, 2024
Charlie Green wrote a stunning post, "Relationships Are Everything" Some of the … [Read more...]
Surrendering To AI..... Posted on October, 2024
Every day, we see exciting new applications of AI. We all know the power of AI … [Read more...]
"The Illusion Of Service" Posted on October, 2024
I was at one of my favorite restaurants. I've become somewhat of a regular, they … [Read more...]
"We Don't Finish Enough Things......" Posted on October, 2024
Growing up, my parents constantly reminded me to finish things, "Eat everything … [Read more...]
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