My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
Author: David Brock
How Well Do You Know Your Customer?
Starting The Conversation With A Lie...... Posted on May, 2015
I'm sure you experience the same thing I do. Everyday, I get inundated with … [Read more...]
"Fix The Sales Problem!" Posted on May, 2015
The executive team of a large division of a very large corporation called me to … [Read more...]
How Is Your Time Being Spent? Posted on May, 2015
"Time available for selling" is plummeting. Several years ago, we assessed how … [Read more...]
The Secret To Sales Success! Posted on May, 2015
Our company works with a lot of organizations ranging from the world's largest … [Read more...]
The Engaged Leader Posted on April, 2015
I read a fascinating post by Patrick Lencioni, entitled, Micromanagement Is … [Read more...]
Connecting The Dots, Strategy And Execution Posted on April, 2015
I'm sure I'm trying the patience of a number of people in a client … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
Change Sucks! Posted on April, 2015
Change sucks, particularly when it's inflicted on us. Often, don't understand … [Read more...]
What's The Customer Doing During The "57%" And Why Sales Should Celebrate! Posted on April, 2015
I have to admit I'm getting relatively pissed off with all the discussions … [Read more...]
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