Yes, I'm whining about inept, manipulative prospecting. This might also be … [Read more...]
Author: David Brock
Your Name Came Up.....
Improving Sales Performance Without Changing "How You Sell" Posted on August, 2019
Too often, as executives look to improve sales performance, they look to doing … [Read more...]
"The Right Commission Plan Will Fix Everything...." Posted on August, 2019
It's that time of year. Many senior sales execs are starting their planning for … [Read more...]
Discovery, What's Your Customer Learning? Posted on August, 2019
We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Building Your Personal Brand -- Again Posted on August, 2019
There's a lot of discussion about how important it is for sales people to "build … [Read more...]
Customers And Rational Behaviors Posted on August, 2019
Too often, I'm in reviews with sales people whining, "The customer is … [Read more...]
Going In Circles Posted on August, 2019
I had been working intensely doing some analysis for a client. My head was … [Read more...]
Building On Shaky Foundations Posted on August, 2019
It was an interesting conversation. I was meeting with a very thoughtful sales … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
The "One Thing" Posted on August, 2019
Sales people and managers struggle with achieving their goals. We have to do … [Read more...]
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