Category: Transformation

What's The Customer Business Problem?
Posted on January, 2019

My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]

The big problem sales people have is their obsessive focus on their need to … [Read more...]

December 31, 2018 by David Brock 2 Comments

As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]

Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]

Sales, as with most things, is something that demands regularity in execution. … [Read more...]

AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]

Regardless how we sell, our customers are trying to achieve one thing when they … [Read more...]

Yeah, I know it's a tired analogy, but icebergs are still useful in thinking … [Read more...]

November 27, 2018 by David Brock 3 Comments

Categorize this post as "thinking out loud." I'm not sure what I think about … [Read more...]

November 26, 2018 by David Brock 2 Comments

The word "transformation," has become the buzzword for 2018. Every consultant, … [Read more...]