Category: Transformation

Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express?
Posted on March, 2021

The questions we ask shape the responses we get. Too often, our questions, … [Read more...]

Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]

Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]

February 10, 2021 by David Brock 1 Comment

Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]

I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]

Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]

A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]

We are surrounded by complexity--in our business, in our communities, in our … [Read more...]

In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]

January 19, 2021 by David Brock 1 Comment

We focus a lot of our sales enablement and related efforts on making our … [Read more...]