95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
Author: David Brock
Stop Wasting Time Prospecting!
Are We Having The Right Conversations? Posted on September, 2021
I was talking to a great sales person the other day. We've been talking for … [Read more...]
September 11, 2021 Posted on September, 2021
Today, we will read dozens of heartfelt remembrances of 20 years ago. I've … [Read more...]
"But We're Making Our Number....." Posted on September, 2021
Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
My "Tom Morris" Weekend Posted on September, 2021
The first Saturday every month, my friend/mentor, Ned Miller and I have a … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
"How Will This Initiative Be 'Gamed'" Posted on September, 2021
I spend my time with clients thinking about and implementing major change … [Read more...]
Value Is A Mystery..... Posted on August, 2021
Our websites are filled with content about our 'unique value propositions," … [Read more...]
Creating Places Where People Want To Work Posted on August, 2021
A new word/concept is creeping into my vocabulary, "The Great Resignation." I … [Read more...]
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