Category: Transformation

Predictable Buying
Posted on March, 2022

March 22, 2022 by David Brock Leave a Comment

In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000's … [Read more...]

Misunderstanding Insights
Posted on March, 2022

March 21, 2022 by David Brock Leave a Comment

My inbox and InMail is filled with sales people trying to provide me … [Read more...]

Getting The Digital Buying Journey Wrong
Posted on March, 2022

March 16, 2022 by David Brock Leave a Comment

I visited the website of a very large enterprise software provider. I found … [Read more...]

Partnering And Selling
Posted on March, 2022

March 9, 2022 by David Brock Leave a Comment

I cringe every time I get an email or social media invitation, "Dave, we'd like … [Read more...]

Virtual Selling Is Not The Same Thing As Digital Buying
Posted on March, 2022

March 8, 2022 by David Brock Leave a Comment

According to much research and too many pundits on social media, the future of … [Read more...]

The Digital Buying Journey Frees Us To Create Real Value!
Posted on March, 2022

March 7, 2022 by David Brock Leave a Comment

We misunderstand the customer digital buying journey and what it means to our … [Read more...]

Why Are Sellers So Anxious To Kill Off Selling?
Posted on March, 2022

March 3, 2022 by David Brock 2 Comments

There's a huge amount of discussion about the digital buying journey and the … [Read more...]

Rethinking Value
Posted on February, 2022

February 28, 2022 by David Brock Leave a Comment

I was having a fascinating conversation with a good friend and client. We were … [Read more...]

The Problem With "Discovery"
Posted on February, 2022

February 23, 2022 by David Brock Leave a Comment

For decades, sales people have been taught about the importance of "Discovery." … [Read more...]

The New Sales Channel
Posted on February, 2022