I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
Author: David Brock
What's Next? Do You Really Have A Deal Strategy?
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
Customers Don't Know What They Don't Know Posted on October, 2011
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
When Do You Stop Qualifying? Posted on October, 2011
Today I was asked the question, "Do you have to keep qualifying through the … [Read more...]
Performance Management Can't Be Delegated Or Abdicated! Posted on October, 2011
A key aspect of the manager's job is performance management. Surprisingly, I … [Read more...]
We Are Who We Hire Posted on October, 2011
The other day I received a call from a troubled CEO. He ran a small company. … [Read more...]
Performance Management Friday -- It's Not About The Numbers Posted on October, 2011
Today, I want to take a pause in this series. Over the past couple of months, … [Read more...]
Hanging Out Posted on October, 2011
I was on my bike last weekend, riding to the beach to hang out with my nephew. … [Read more...]
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