Future Of Buying Archives - Page 22 of 86

Tag: Future Of Buying

The Problem With Our "Discovery Process"
Posted on January, 2021

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

January 19, 2021 by David Brock 1 Comment

We focus a lot of our sales enablement and related efforts on making our … [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...]

Some readers will suggest I'm playing with words, I don't mean to be. I'm … [Read more...]

December 30, 2020 by David Brock 2 Comments

There's the old fable, "For the loss of a horseshoe, a Kingdom was lost." The … [Read more...]

December 30, 2020 by David Brock 1 Comment

We've always been taught to "call high." We are supposed to reach "The … [Read more...]

A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]

December 10, 2020 by David Brock 1 Comment

I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]

The pandemic and associated economic disruption has forced all of us to reinvent … [Read more...]