Category: Transformation

What About Our Competitors???
Posted on March, 2023

We are obsessed with our competition. We study them and their strategies. We … [Read more...]

My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]

In Samuel Coleridge's The Rime Of The Ancient Mariner, there's a famous line, … [Read more...]

I don't think anyone would disagree with the statement, "Sales people need to be … [Read more...]

We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]

I wish I were smart enough to be the originator of this term, "Coaching is a … [Read more...]

As sellers a large part of our job is providing answers. Our customers want to … [Read more...]

February 24, 2023 by David Brock 1 Comment

I'm a, sometimes, fan of Scott Osman's posts. He just published a fascinating … [Read more...]

February 22, 2023 by David Brock 2 Comments

I read a fascinating article by Kelly Fairchild. She talked about … [Read more...]

I'm a fan of Larry Levine, he provokes thoughtful discussions. Recently he led a … [Read more...]