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