Category: Transformation

Imagining A Year In The Life Of A New Salesperson.....
Posted on July, 2022

July 18, 2022 by David Brock Leave a Comment

We've a robust hiring market for sales people. Huge salaries, bonuses, other … [Read more...]

Selling Process Or Buying Process?
Posted on July, 2022

July 18, 2022 by David Brock Leave a Comment

This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]

Productive Disagreement
Posted on July, 2022

July 5, 2022 by David Brock 2 Comments

Wherever we turn, it seems we are becoming increasingly disagreeable and … [Read more...]

I Love Selling!
Posted on June, 2022

June 30, 2022 by David Brock 1 Comment

For those who know my background, many may be surprised. But I love … [Read more...]

Account Growth And Innovation
Posted on June, 2022

June 30, 2022 by David Brock Leave a Comment

We struggle to get a foothold in a large account. Winning that first deal in … [Read more...]

Rethinking ROI
Posted on June, 2022

June 26, 2022 by David Brock Leave a Comment

One of the fundamentals in any kind of solution or value based selling is the … [Read more...]

A Bigger Piece Of The Pie
Posted on June, 2022

June 26, 2022 by David Brock Leave a Comment

This weekend, in celebration of the beginning of summer, I was invited to a … [Read more...]

The Coming Recession....
Posted on June, 2022

June 23, 2022 by David Brock Leave a Comment

I'm starting to get "those" calls. Execs are asking for advice. They are … [Read more...]

"In Working With Other Customers Like You....."
Posted on June, 2022

June 22, 2022 by David Brock Leave a Comment

Our customers are hungry to learn. They (and we) benchmark themselves against … [Read more...]

A Different Perspective On Revenue Enablement....
Posted on June, 2022

June 21, 2022 by David Brock 1 Comment

Revenue Enablement is a hot topic these days. I have to confess, it confuses … [Read more...]

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