Category: Performance

Customers Aren't Widgets
Posted on December, 2016

I've always thought sales is more science than art. I believe selling is a set … [Read more...]

Why do so many prospecting calls start with the questions, "Are you happy … [Read more...]

It's oddly ironic, we never seem to take the time to do things right. We … [Read more...]

November 16, 2016 by David Brock 3 Comments

Account Based Marketing/Selling---"Account Based Everything" is all the rage … [Read more...]

Account Based Everything is a huge topic these days. Everyone is account … [Read more...]

October 27, 2016 by David Brock 1 Comment

In a conversation with a sales manager, he was struggling with the performance … [Read more...]

Clearly we live in worlds of increasing complexity. The issues our customers … [Read more...]

Recently, I've been having a number of discussions on account based strategies, … [Read more...]

October 18, 2016 by David Brock 1 Comment

My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe … [Read more...]

I got one of those calls today. Not dissimilar to some of the other calls I've … [Read more...]