Category: Leadership

Teamwork And Collaboration Is All BS!
Posted on January, 2015

My friend, Mike Weinberg, has gotten all in a lather about whether we hire Team … [Read more...]

As much as we try to develop, implement, and execute outstanding customer … [Read more...]

At one point, I wanted to get better at golf (it's hard to be worse than I am). … [Read more...]

December 30, 2014 by David Brock 2 Comments

Some time ago, I wrote, A Frightening Look At The "Cost Of Selling." It has … [Read more...]

December 23, 2014 by David Brock 2 Comments

Matt Heinz wrote a provocative post, "News Flash, Sales Doesn't Control When The … [Read more...]

December 16, 2014 by David Brock 8 Comments

I've been writing a short series on Hacking Selling--(Hacking Selling, Hacking … [Read more...]

December 15, 2014 by David Brock 1 Comment

As I mentioned in Hacking Selling, sales people and managers constantly ask me … [Read more...]

Often, in talking about deals with sales people, there are things that just … [Read more...]

Recently, I was doing pipeline, deal, and territory reviews with several sales … [Read more...]

November 27, 2014 by David Brock 7 Comments

The days of product, even solution based differentiation are long passed. We … [Read more...]