The three "I's" are critical to success and growth. What do they mean to sales … [Read more...]
Author: David Brock
Invention, Innovation, Improvement
Why Common Sense Isn't So Common Posted on May, 2022
I'm re-reading a stunning series of posts Charlie Green wrote several years ago. … [Read more...]
"A Seat At The Table...." Posted on May, 2022
Over the past 6-7 years, increasingly, I've seen too many discussions about … [Read more...]
"Why Does This Happen?" Posted on May, 2022
The question, "Why Does This Happen," and its variants ("What causes this to … [Read more...]
Shifting From "I Have To..." To "I Get Too..." Posted on May, 2022
Recently, I was having a conversation with an outstanding sales leader and … [Read more...]
Lead Follow-up Malpractice Posted on May, 2022
Everyone struggles to generate leads. We struggle to provoke interest, to … [Read more...]
We Must Take A First Step! Posted on May, 2022
Yesterday, we were shocked to hear about yet another shooting. This time, at an … [Read more...]
Finding The "Music" Between The Notes..... Posted on May, 2022
Some years ago, my father was mentoring a young man. My father was in his late … [Read more...]
Unintended Consequences, Games Sellers Play... Posted on May, 2022
Too often, in trying to "manage performance," we put in place rules, policies, … [Read more...]
Buying Is Broken! What's This Mean For Selling? Posted on May, 2022
Report after report tell us that buyers are failing in their mission to solve a … [Read more...]
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