Category: Performance

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 21, 2026 by David Brock

Judgment is the capacity we need most and are developing least. Every … [Read more...]

March 31, 2026 by David Brock

If no one is using our sales processes, do we even need them? Are we just … [Read more...]

March 26, 2026 by Dave Brock

Look at most SaaS organizations today and you'll hear the same language. … [Read more...]

March 20, 2026 by David Brock

Somewhere along the way, we replaced the mission, our outcomes, with the metric. … [Read more...]

March 11, 2026 by David Brock

Every seller has a map. It's called a sales process. It has stages, … [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...]