Category: Transformation

Zero-Based Sales Planning
Posted on December, 2018

December 31, 2018 by David Brock 2 Comments

As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]

Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]

Sales, as with most things, is something that demands regularity in execution. … [Read more...]

AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]

Regardless how we sell, our customers are trying to achieve one thing when they … [Read more...]

Yeah, I know it's a tired analogy, but icebergs are still useful in thinking … [Read more...]

November 27, 2018 by David Brock 3 Comments

Categorize this post as "thinking out loud." I'm not sure what I think about … [Read more...]

November 26, 2018 by David Brock 2 Comments

The word "transformation," has become the buzzword for 2018. Every consultant, … [Read more...]

November 14, 2018 by David Brock 2 Comments

I can imagine the raised eyebrows, the questioning expressions, and the thought, … [Read more...]

I just received one of those emails. I'm on a distribution list, I've been … [Read more...]