I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Author: David Brock
CEOs Would Be PISSED OFF If They Knew This Secret!
Selling IS A Service Posted on March, 2019
It seems the world is migrating to an "As A Service" model. Everyday one hears … [Read more...]
Stop Focusing On The Top Of The Pipeline! Posted on March, 2019
Virtually every sales person and organization have pipeline/funnel problems. … [Read more...]
Product Centric Selling, It Really Is About Us! Posted on March, 2019
I've been having an email conversation with a colleague about, "Why are sales … [Read more...]
Do We Even Need Sales People Anymore Posted on March, 2019
Recently, I read a post from a marketing person I really respect. This person … [Read more...]
Driven By Distraction Posted on March, 2019
Friday mornings are usually "Coaching" days. I have a number of standing calls … [Read more...]
A Paradox, The Sales Process And The Buying Journey Posted on March, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B … [Read more...]
Are Traditional Sales Managers Even Necessary? Posted on March, 2019
Sometimes, I think Tim Ohai and I are brothers from different mothers. So much … [Read more...]
Strategic Procurement And Sales, On Parallel Paths Posted on March, 2019
Probably, ever since the first sale was made to a customer that involved a … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
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