Category: Performance

Are You Confident Enough In Your Value Not To Discount?
Posted on February, 2021

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...]

This is a bit of self indulgence, but, at the same time, an "a-ha" moment. We … [Read more...]

We set ourselves up for failure, we set our customers up for failure when we … [Read more...]

January 12, 2021 by David Brock 1 Comment

We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]