I've been having a fascinating discussion on forecasting and forecast accuracy. … [Read more...]
Author: David Brock
On Forecast Accuracy
Challenging The Status Quo Posted on October, 2020
A sale will never happen until the status quo is challenged in some … [Read more...]
What's Driving Your Customer's Need To Buy? Posted on October, 2020
Understanding what's driving our customers to change, to address a new … [Read more...]
Obsessing On The Competition Posted on October, 2020
The sales call started nicely. The sales person started asking me questions … [Read more...]
Removing Obstacles! Posted on October, 2020
When you look at the job of the sales person or that of the manager, at it's … [Read more...]
Talking About Virtual Selling Posted on October, 2020
I've been asked to participate in a podcast on virtual selling. I'm looking … [Read more...]
I Suck In Prospecting! Posted on October, 2020
I'm embarrassed to admit this. I have some real prospecting problems. It's … [Read more...]
False Choices Posted on October, 2020
My good friend, George Bronten, posted a survey on LinkedIn. He posed the … [Read more...]
Are You Really Differentiated? Posted on October, 2020
We all know the importance of differentiation. If we aren't differentiated from … [Read more...]
Which Sales Methodology? Posted on October, 2020
I've gone through training in countless sales methodologies. Our own company … [Read more...]
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