The whole topic of coaching stirs up a lot of controversy and misunderstanding. … [Read more...]
Author: David Brock
Coaching And Being Coached
After You Ask For The Order, Don't Forget To Get It! Posted on November, 2010
The sales person had been doggedly pursuing me for several weeks. He had called … [Read more...]
Are You Coachable? If You Aren't, You Won't Make It! Posted on November, 2010
My friend, Jim Keenan, considers this a key characteristic of people he … [Read more...]
Is Social Media Really Anti-Social? Posted on October, 2010
I was having a conversation with my friend, Gary Hart , no not that one—the … [Read more...]
The New Sales And Marketing, Playing A Different Game! Posted on October, 2010
We all know that customers are changing the way they buy. It’s driving profound … [Read more...]
Forecast Fatale Posted on October, 2010
"The day was gray and wet in the city that seldom buys." Not what I expected as … [Read more...]
Bad Decisions--We Hate Them Posted on October, 2010
"The customer just made a bad decision!" I hear this all the time from … [Read more...]
Five Questions Revisited Posted on October, 2010
The other day, I wrote about how my manager coached and trained me to be a … [Read more...]
Five Questions Posted on October, 2010
When I started my career in sales, I had the privilege of getting some of the … [Read more...]
Evolving Your Sales Game Plan Posted on October, 2010
Everything about how customers buy is changing---it means we all have to develop … [Read more...]
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