I've always sought to understand my prospects' and my customers' business better … [Read more...]
Author: David Brock
Understanding Our Customers' Businesses Better Than They Do?
Objecting To Objections Posted on April, 2022
Lately, I've been watching some eLearning programs on objection handling. It … [Read more...]
Should We Be That Surprised By The Digital Buying Journey? Posted on April, 2022
The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
Why Are We Satisfied With Such Poor Win Rates? Posted on April, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in … [Read more...]
What Sellers Can Learn From F1 Racing Posted on April, 2022
I'm a huge fan of F1 Racing. It's just fascinating to watch, learn about the … [Read more...]
"As Luck Would Have It....." Posted on April, 2022
I'll start with a golf story. For years, I've tried to play golf. I've gone … [Read more...]
Paying Attention To The Cues/Clues Posted on April, 2022
It's pop quiz time. Be honest, don't scroll down to get the answer. Here we … [Read more...]
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [Read more...]
Who Said No? Why? Posted on April, 2022
My friend Brian MacIver added a brilliant comment to my post "On Consensus … [Read more...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
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