Category: Innovation

The Problem With "Account Planning"
Posted on January, 2024

Somehow, the New Year is "Account Planning Season." Possibly, last quarter, you … [Read more...]

Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]

We often gauge the quality of our conversations by the responses we get in those … [Read more...]

December 14, 2023 by David Brock 1 Comment

It's interesting to see continued predictions of the death of selling. There … [Read more...]

Recently, just to try something different, I signed up for a cooking class. The … [Read more...]

Tamara Schenk and I have monthly conversations on all sorts of things. Today, … [Read more...]

The Rime of the Ancient Mariner has a famous line, "Water, water everywhere, but … [Read more...]

November 29, 2023 by David Brock 3 Comments

I've noticed a huge gap in how we equip and train our sellers, how we help them … [Read more...]

November 27, 2023 by David Brock 2 Comments

I was excited to see the CMO of one of my clients speaking about a pillar their … [Read more...]

In today's world, it's pretty easy to "know the answers." At least with respect … [Read more...]