{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Is 'good enough' good enough?","description":" In this episode of The Sales Today Podcast, Fred Copestake is joined by sales thought leader, author, and one of the kindest people in the profession, David Brock.   Together, they explore David\u2019s new book \u201cIs Good Enough, Good Enough?\u201d  and why it\u2019s not another \u201cdo this, do that\u201d sales methodology book. Instead, it focuses on the mindsets and behaviours that separate high performers from those who are simply checking the boxes.   With win rates often accepted at 15\u201320% in many SaaS environments, David challenges the idea that \u201cmaking the number\u201d should be the benchmark. The conversation asks a bigger question: what becomes possible when we stop settling for good enough?   In this episode, they explore: Why David wrote Is Good Enough, Good Enough? and what triggered his frustration The hidden cost of \u201cacceptable\u201d win rates and how much time teams spend losing Why sales improvement isn\u2019t just about tools, process, tech, or methodology What really separates high performers: mindsets and behaviours Why customer centricity is still misunderstood (and often too seller-focused) How to build trust by leading with what the customer cares about - not your product Why buyers increasingly want rep-free journeys (and what that really means) How questioning needs to evolve from \u201cagenda-driven\u201d to \u201csense-making\u201d The role of curiosity and continuous learning in modern, complex sales How insight works in the real world - and why it doesn\u2019t need to be revolutionary AI as an amplifier: how it boosts good thinking (and scales bad thinking fast) Why curiosity may be the most important starting point for sellers and leaders   Key insight The biggest performance gap in sales isn\u2019t caused by a lack of methodology. It\u2019s caused by settling. When salespeople stop being curious, stop learning, and start focusing on themselves instead of the customer, \u201cgood enough\u201d becomes the standard - even when far better is possible.   Practical takeaways Lead with the customer\u2019s world, not your product story Ask questions to understand, not to \u201cset up\u201d your pitch Use insights to start conversations - you don\u2019t have to be perfect, just thoughtful Let AI support deeper research and better preparation, not lazy automation Build your foundation: curiosity, customer focus, discipline, accountability, and care   About David Brock David Brock is a respected sales leader, writer, and author of Sales Manager Survival Guide and Is Good Enough, Good Enough? His work focuses on helping sales professionals and leaders perform at a higher level by strengthening the behaviours and thinking that drive real results.   Where to find David Brock LinkedIn: https:\/\/www.linkedin.com\/in\/davebrock Blog: https:\/\/partnersinexcellenceblog.com\/ Book: Is Good Enough, Good Enough? available on Amazon - https:\/\/a.co\/d\/8qcWKx9   Connect with Fred: https:\/\/linktr.ee\/fredcopestake   Free resources Collaborative Selling Scorecard Check how your sales approach fits today\u2019s environment https:\/\/collaborativeselling.scoreapp.com\/   Watch Fred\u2019s FREE YouTube Course: Sales Mastery for Engineers: https:\/\/bit.ly\/Sales-Mastery-For-Engineers    Watch this episode on YouTube ","author_name":"Sales Today","author_url":"http:\/\/throughpartnering.libsyn.com\/website","html":"