We have become enamored with all the things AI can do to help sellers. It … [Read more...]
Author: David Brock
Can You Do What AI Can't?
Coaching Must Focus On "What's Next...." Posted on August, 2024
We have endless tools to help us analyze sales performance. Whether it's … [Read more...]
"You Have 30 Days......!" Posted on August, 2024
I've been reading a number of articles about people being terminated, or put on … [Read more...]
What Is Your Value Proposition? Posted on August, 2024
We know value propositions are critical to our success with our customers. … [Read more...]
Continuous Improvement, How Do We Get Better? Posted on August, 2024
Continuing my series on applying Lean/Agile principles to our GTM strategies, I … [Read more...]
Personas Are Not People, Personalization Is Not Connection! Posted on August, 2024
Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Do You Trust Your People To Solve Problems? Posted on August, 2024
Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Pursuing Efficient Ineffectiveness..... Posted on August, 2024
We have long been consumed with efficiency in our GTM efforts. We spend … [Read more...]
Thinking About "Sales Waste" Posted on August, 2024
It's become the fashion to apply lean/agile manufacturing approaches to our … [Read more...]
Taking Initiative Or Playing It Safe? Posted on August, 2024
We want our people to take initiative. When they see opportunities to drive … [Read more...]
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