We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Author: David Brock
On Consensus Buying
Buying The Way I Want To Buy, Not How You Want Me To Buy Posted on April, 2022
I just received a note from Amazon. I had just bought a Kindle book. Along … [Read more...]
Trying To "Fix" Our Customers Posted on April, 2022
As leaders, when we think about developing our people, helping them overcome … [Read more...]
Time Managing Us! Posted on March, 2022
First, a disclaimer. This post is probably more directed to me than anyone … [Read more...]
Do You Really Want To Be A Seller? Posted on March, 2022
I was tempted to title this, "Selling--A Calling Or A Job?" When I speak with … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Top Performers Do More Of This..... Posted on March, 2022
I love learning what top performers do and what drives high levels of … [Read more...]
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
A Script Isn't A Call Plan! Posted on March, 2022
I'm almost ashamed to be writing on the topic of call planning/execution. It is … [Read more...]
Predictable Buying Posted on March, 2022
In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000's … [Read more...]
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