Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
Author: David Brock
"But We're Making Our Number....."
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...]
On Qualifying! Posted on August, 2021
Qualifying our prospects/customers is critical for sales people. We want to … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
Buzzword Bingo Posted on August, 2021
Every once in a while, some colleagues and I play a game of Buzzword Bingo. We … [Read more...]
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