Recently, I've been having a number of discussions on account based strategies, … [Read more...]
Author: David Brock
Hunters In Major Accounts?
Are You Selling What Your Customer Is Buying? Posted on October, 2016
I'll jump to the bottom line, then retrace my steps. "Customer buy holes in … [Read more...]
Encountering Resistance Posted on October, 2016
My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe … [Read more...]
First Impressions Posted on October, 2016
I got one of those calls today. Not dissimilar to some of the other calls I've … [Read more...]
The Crisis In Sales Performance Posted on October, 2016
Whatever way you look at it, we are facing a crisis in sales performance. The … [Read more...]
Are You Obsessing Over Your Front Line Managers? Posted on October, 2016
There are endless discussions about sales people and their performance. … [Read more...]
When Less Is More! Posted on October, 2016
We have a complexity crisis in our organizations. There is no place where it … [Read more...]
Training Our Customers To Want The 57%! Posted on October, 2016
There's so much misunderstanding about the data point published by CEB a number … [Read more...]
Focus On Your People's Strengths, Not Their Weaknesses??? Posted on October, 2016
There are a number of thoughtful articles suggesting we get better results in … [Read more...]
#First Seven Jobs With Pat O'Brien Posted on October, 2016
There's a series going around the web about people's First Seven Jobs. It's been … [Read more...]
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