Category: Leadership

The Coming Sales Talent Crisis
Posted on February, 2019

It's clear that customers struggle to buy. The majority of complex B2B buying … [Read more...]

February 25, 2019 by David Brock 2 Comments

We tend to think of the Laws Of Physics as fundamental truths about how things … [Read more...]

February 21, 2019 by David Brock 5 Comments

One of the key questions I ask when I meet with sales executives and sales … [Read more...]

Over the past several weeks, I've been involved in a number of conversations … [Read more...]

Not long ago, I wrote a post, Sales Training And The "Forgetting Curve." It's … [Read more...]

Authenticity has become a buzzword tossed around social media too casually. We … [Read more...]

This is one of those topics I never thought I would have to write about. It's a … [Read more...]

As it should, the concept of the value proposition has changed dramatically over … [Read more...]

I spend a fair amount of time helping clients hire managers and sale … [Read more...]

December 17, 2018 by David Brock 4 Comments

I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, … [Read more...]