Category: Transformation

If We Sell Change, Why Don’t We Change?
Posted on July, 2026

July 23, 2026 by David Brock

The whole purpose of every GTM organization is to convince our customers to … [Read more...]

July 15, 2026 by David Brock

I was doing a thought experiment with a team a few days ago. I thought I’d … [Read more...]

June 21, 2026 by David Brock

We depend on each other. I do my job so you can do yours. You do yours so the … [Read more...]

June 8, 2026 by David Brock

We have all sat through the same conversation. The customer has built their … [Read more...]

June 5, 2026 by David Brock

We tend to treat performance problems as knowledge problems. If the results are … [Read more...]

May 20, 2026 by David Brock

We've seen it before. The scenarios are different, but what lies beneath them is … [Read more...]

May 19, 2026 by David Brock

I wrote a piece six and a half years ago with this title. I have been thinking … [Read more...]

May 7, 2026 by David Brock

Companies are spending more on AI than ever before, even as the cost of AI … [Read more...]

April 29, 2026 by David Brock

I just published “Old-Timers Are Right About What We Are Seeing. We’re Wrong … [Read more...]

April 27, 2026 by David Brock

Win rate drops. Pipeline coverage falls below target. Activity numbers slip. The … [Read more...]