Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
Author: David Brock
Always Be Closing!
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
What's The ROI Of Stupidity? Posted on June, 2014
I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along … [Read more...]
On Being Present And Engaged Posted on May, 2014
We struggle to catch our customers', our managers', our colleagues' attentions. … [Read more...]
How Can We Deliver Insights Without Critical Thinking Skills? Posted on May, 2014
Both marketing and sales realize we need to change the conversation with … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
A Plan Based On "Bluebirds" Is Not A Plan Posted on May, 2014
Every sales person loves a "bluebird." Those are those orders that suddenly … [Read more...]
Sales Management Review Cadence Posted on May, 2014
I'm not sure anyone looks forward to the Sales Management Review (sometimes … [Read more...]
Buying Happens In The Absence Of Selling Posted on May, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People, Brian … [Read more...]
Principles Of Sales, Part 1---Interactions Between People Posted on May, 2014
I wrote The Not So New Principles Of Sales, identifying some of the underlying … [Read more...]
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