Long time readers will know that every once in a while I need to vent and … [Read more...]
Author: David Brock
Stop The Madness
The Problem With "Discovery" Posted on February, 2022
For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
Automation And Ineptness Posted on February, 2022
Automation and technology, properly implemented can do tremendous things to … [Read more...]
Chasing The Money Posted on February, 2022
Opportunities for sales people are skyrocketing. As we emerge from the … [Read more...]
What Does The Customer Need To Move Forward? Posted on February, 2022
There's a major flaw in most of our (sellers/marketers) mindsets when we think … [Read more...]
"This Is The Way We Have Always Done Things....." Posted on February, 2022
I was reading a LinkedIn conversation between a number of people I really … [Read more...]
Prospecting Is Hard, Why Do We Insist On Making It More Difficult? Posted on February, 2022
Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail … [Read more...]
Why Should We Expect Our Customers To Change? Posted on February, 2022
What sellers do is drive customers to change. Whether it's a change effort … [Read more...]
Doing The Whole Job Posted on February, 2022
LinkedIn is filled with surveys about, "What is the highest priority focus for … [Read more...]
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