I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Author: David Brock
Figuring It Out, Critical Sales Competency!
Your Numbers Give You The Questions, Not The Answers! Posted on June, 2015
I'm obsessed with metrics and numbers. Call anyone in our company for help on … [Read more...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Prospecting---Sweaty Palms And Picking Up The Phone! Posted on June, 2015
Last week I was having a conversation with an executive. This executive had an … [Read more...]
Whose Performance Problem Is It? Posted on June, 2015
A while back I was involved in a discussion about performance. For some reason, … [Read more...]
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
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