Not long ago, I was speaking to the CRO of a sales technology company. We had a … [Read more...]
Author: David Brock
Would You Buy From Your Sellers?
There Is Still "Low Hanging Fruit" In This Economy! Posted on August, 2022
We are going through all sorts of hand wringing and belt tightening as we look … [Read more...]
Why Are We So Incurious? Posted on August, 2022
If I were forced to identify the single most important capability for anyone, at … [Read more...]
When The Going Gets Tough.... Posted on August, 2022
We are, in the very least, facing huge uncertainty. The global economy--are we … [Read more...]
On Driving Performance Posted on August, 2022
As leaders, a key element of our job is to maximize the performance of each … [Read more...]
We've Got The Discovery Process All Wrong! Posted on August, 2022
Too often, we fail in our initial engagements with our customers. In our … [Read more...]
What About Digital Buying Rooms? Posted on July, 2022
There's a lot of good conversation around creating Digital Selling Rooms. … [Read more...]
A Guaranteed Method Of Getting Customer Meetings! Posted on July, 2022
Everything I read, every conversation I have with sellers; the same issue … [Read more...]
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
Standing Out When The "Well Is Poisoned" Posted on July, 2022
Recently, I've had a number of conversations with frustrated executives. CROs … [Read more...]
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