Who in the sales organization owns the responsibility for a deal? Who is … [Read more...]
Author: David Brock
Whose Deal Is This?
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Attention To Detail.... Posted on March, 2021
Perhaps one of the most important capabilities/skills for sales people and … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
Good Revenue And Bad Revenue---Start-Up Version Posted on February, 2021
I know it's heresy, but not all revenue is good revenue---particularly for … [Read more...]
Give Your People The Chance To Do Their Jobs! Posted on February, 2021
It's funny, every once in a while I find myself in similar conversations with … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
"Heroic Sales Efforts" Posted on February, 2021
We all have them, the "Must Win Deals," where we pull out all the stops. We do … [Read more...]
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