Category: Transformation

Account Management, The Challenges Of Incumbency
Posted on October, 2016

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

There are all sorts of books and articles that talk about the attributes of high … [Read more...]

I'll jump to the bottom line, then retrace my steps. "Customer buy holes in … [Read more...]

We have a complexity crisis in our organizations. There is no place where it … [Read more...]

There's so much misunderstanding about the data point published by CEB a number … [Read more...]

September 29, 2016 by David Brock 1 Comment

Over the years, we've made some progress, shifting our focus from our Selling … [Read more...]

September 20, 2016 by David Brock 3 Comments

The Wells Fargo saga is a tragic example of systemic leadership failure. … [Read more...]

I love the emerging focus on Account Based Everything. The principles of … [Read more...]

September 13, 2016 by David Brock 2 Comments

It's always terrible to start a blog post with a disclaimer. It's great to have … [Read more...]

It happens to all of us. We need to make our number. Quarter end is … [Read more...]