Category: Transformation

Customer Decisionmaking, Like Herding Cats
Posted on July, 2013

July 21, 2013 by David Brock

I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]

July 19, 2013 by David Brock

I've written before about how many opportunities we inappropriately disqualify … [Read more...]

July 8, 2013 by David Brock

The role of the sales person is changing--we all know that. The way customers … [Read more...]

July 5, 2013 by David Brock

Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]

June 30, 2013 by David Brock

"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]

June 24, 2013 by David Brock

Mindshare is top of mind(so to speak) in most marketing and sales … [Read more...]

June 20, 2013 by David Brock

There is no question, our worlds are very complex. The challenges our customers … [Read more...]

June 18, 2013 by David Brock

OK, maybe misery is too dramatic, but at its core, unless our customers are … [Read more...]

June 14, 2013 by David Brock

Some of you are scratching your heads. What's Dave getting into? Aren't … [Read more...]

June 10, 2013 by David Brock

Imagine a world of accurate sales forecasts. Imagine prospects relieving sales … [Read more...]