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Making A Difference Podcast

Dave Brock

We discuss various around performance excellence, generally focused on Business, Go To Market, Sales, and Leadership excellence

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Episodis

100 episodis

  1. They Know What I Need But They Have Never Spoken To Me 22:18
  2. Are We Using AI To Avoid Leading? 20:04
  3. If You Couldn’t Talk About Your Product, Could You Have A High Impact Customer Conversation? 22:28
  4. Success Is Our Greatest Obstacle To Growth! 26:30
  5. Can Our People Talk With Customers? 22:08
  6. The Cost Of Judgment 17:29
  7. Time Isn't The Scarce Resource! 22:48
  8. Sensemaking V2.0 19:53
  9. Mindsets, Behaviors, Judgment... 20:39
  10. "You Can't Handle The Truth!" 21:52
  11. Leadership And Judgment 18:05
  12. Stop Wasting Seller Time On Forecasting, Start Spending It On Winning! 16:03
  13. Are We Designing Judgment Out? 21:08
  14. "Everybody's Talkin' At Me......" 12:53
  15. Th Cost Of Not Developing Judgment 20:16
  16. Judgment Stars Where The Analysis Runs Out 16:57
  17. The Answers Are Easy, The Best Answers Are Tough, Implementing Them Is The Real Work 21:10
  18. Sales Leaders Moving Out Of The Control Room 20:57
  19. The Death Of Sales Management 11:28
  20. "If It Can't Be Measured, It Can't Be Managed!" 11:32
  21. What Do Chefs And Great Food Have To Do With B2B? 21:01
  22. AI Puts Us On The Edge Of A Chasm 17:29
  23. You Lost On Price, But That Doesn't Explain Much! 20:24
  24. What Are Our Signals Really Signalling? 20:38
  25. If We Sell Change, Why Don’t We Change? 21:09
  26. Are You Modeling Or Telling? 19:01
  27. What If You Only Had 10 Accounts? 10:34
  28. Let's Stop It With Value Propositions! 19:36
  29. I Surrendered My Brain To Claude 19:22
  30. The Captain Doesn't Save A Sinking Ship..... 20:34
  31. The Hardest Part Of Coaching Is Shutting Up! 19:58
  32. Coaching Isn't The Meeting 15:43
  33. Stop Coaching The Deal, Playing Whack-A-Mole In Our Coaching 19:19
  34. Everyone Agrees Coaching Matters, Almost No One Does It. 22:32
  35. We Keep Falling Out Of Alignment 20:44
  36. He Pointed A Finger At Me.....! 20:30
  37. Comp Plans Aren't Your Problem 22:28
  38. Feedback On Everything Is Feedback On Nothing! 20:27
  39. Where''s the differentiation? 19:29
  40. Doing The Work! 18:25
  41. "Don't Follow Your Passion!" 20:10
  42. Choosing The Easier Work And Calling It "Management" 18:59
  43. Fixing The "Noise" Does Not Fix The Problem 24:25
  44. Form Triumphs Over Substance 22:26
  45. We Don't Start With AI 18:22
  46. The AI Native Illusion 20:51
  47. The Bait, The Book, And The Real Answer 14:48
  48. Old-Timers Are Right About What We're Seeing. We're Wrong About Why. 22:55
  49. Managing th Number, Missing the Cause 22:18
  50. What You Can't Count, You Have To See! 22:07