Leadership, Vulnerability, And Being Human
Rather than setting leaders on pedestals, thinking of them as “different,” aren’t we better off thinking of them as human, trying to excel in their jobs–just like all of us?
Are Skills More Important Than Experience?
Here’s what really drives an employee’s performance: A growth-oriented mindset. David Brock of Partners in Excellence explains.
Product vs Solution Selling
You know the line: “Customers want solutions not products.” But what does that mean to your sales team? David Brock offers some details.
Got the Right Sales People on the Bus? Two Tools Can Help
Here are two basic tools to get the right sales people on the bus and in the right seats. Plus, how to develop their capabilities to perform at the highest levels possible. David Brock explains.
Guiding Our Customers On The Wrong Buying Journey
Website cookies, analytics and machine learning can serve your customers the information they’re seeking. But what if those customers are asking all the wrong questions?
An Alternative To High Pressure Selling
Rather than High Pressure Selling, what if your sales team focused on the customer perspective — and High Urgency Buying?
When Will We Stop Thinking Our Customers Are Stupid?
Far too many sales and marketing people think customers are stupid. That’s downright wrong. Here are the symptoms and the errors of our ways.