Brandon Fluharty made a brilliant observation: Activities Don't Drive … [Read more...]
Author: David Brock
"Activities Don't Drive Strategy!"
Loss Aversion..... Posted on November, 2024
None of us like to lose! As sellers, we expect tough competition and … [Read more...]
When Deals Stall...... Posted on November, 2024
When deals stall it's a sign that something has to change! All of us have … [Read more...]
Reflecting On "Founder Mode" Posted on November, 2024
Since Paul Graham's fascinating article on Founder Mode, I've been … [Read more...]
RevOps Can And Must Do Better! Posted on November, 2024
It's "strategic planning season" for many companies. I sit in countless … [Read more...]
The "Things We Don't Want To Do" Posted on November, 2024
Regardless our role, there are certain aspects of our jobs we don't like. They … [Read more...]
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...]
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