Category: Leadership

Old-Timers Are Right About What We're Seeing. We're Wrong About Why.
Posted on April, 2026

April 28, 2026 by David Brock

Over the past few weeks, I've had the same conversation, with a number of … [Read more...]

April 27, 2026 by David Brock

Win rate drops. Pipeline coverage falls below target. Activity numbers slip. The … [Read more...]

April 24, 2026 by David Brock

Every leader who takes the behaviors of excellence seriously eventually asks: … [Read more...]

April 8, 2026 by David Brock

Every leader I know has more information than they can handle. Dashboards, … [Read more...]

April 5, 2026 by David Brock

Every week, we are deluged with articles about the impact of AI on jobs and … [Read more...]

March 2, 2026 by David Brock

We've built something remarkable in modern sales organizations. Over the past … [Read more...]

February 17, 2026 by David Brock

Mitch Little read my recent post on competing to lose 80-85% of our deals and … [Read more...]

February 16, 2026 by David Brock

Imagine a CRO presenting to the exec or investor team. This CRO is presenting … [Read more...]

February 4, 2026 by Dave Brock

"Attitude" is one of the most confidently used, yet least defined words in our … [Read more...]

January 14, 2026 by David Brock

Last night, I was sitting in the living room, reading. The phone rang, no caller … [Read more...]