I'm amazed by the number of CEO's I speak with that don't want to have sales … [Read more...]
Author: David Brock
We Don't Need No Stinkin Sales People!
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
Tag, You're It! Posted on April, 2016
All of us probably remember a game from our childhoods, "Tag." One person would … [Read more...]
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
Do Your Sales People Understand The Objective Of Your Content? Posted on April, 2016
The other day, I downloaded an outstanding market research study. It was … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
Sales Manager---Business Manager Or Coach? Posted on April, 2016
The responsibilities of a sales manager are very broad. Frontline managers have … [Read more...]
Bits And Pieces --- April 2, 2016 Posted on April, 2016
Just a few things to focus on this week: Charity:Water: For those of you who … [Read more...]
When Do You Do Your Best Selling? Posted on March, 2016
The lives of most sales people seem to be split between two types of frenzied … [Read more...]
"If You Take Away Your Products, What's Left?" Posted on March, 2016
I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
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