Category: Performance

Ban "Corporate Glamour Charts!"
Posted on February, 2021

I was reviewing a presentation a client was preparing for a critical customer … [Read more...]

February 22, 2021 by David Brock 1 Comment

We all have them, the "Must Win Deals," where we pull out all the stops. We do … [Read more...]

Dear Outlook, Gmail, and developers of all email systems. I have a feature … [Read more...]

Discounting has reached Pandemic levels. It used to be something we used as a … [Read more...]

February 17, 2021 by David Brock 4 Comments

You are probably shocked. "Dave doesn't write about this stuff, he usually … [Read more...]

Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]

Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]

There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]

Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]

We've all been taught the importance of "discovery." It's that process where we … [Read more...]