Most sales people I meet are genuinely busy. They are trying to meet new … [Read more...]
Author: David Brock
Are You Selling What You Can Sell Or Selling What You Need To Sell?
"The Customer Is Incompetent!" Posted on April, 2019
In the past week, I've participated in two reviews where the sales person has … [Read more...]
Send In The "Bots" Posted on April, 2019
AI, "Bots" and related technologies can do a lot to help improve our … [Read more...]
"1250 Dials, 50 Conversations, 2 Meetings....." Posted on April, 2019
I was intrigued watching a LinkedIn video from a prospecting expert. He touted … [Read more...]
My $500K SDRs Posted on April, 2019
The SDR role is a critical role for many, if not most, organizations. SDRs have … [Read more...]
What Pisses Me Off About Gartner's "Spaghetti Chart" Posted on April, 2019
My friends at Gartner published a really important chart a couple of years ago. … [Read more...]
Leadership Is Not About "Monitoring" Posted on April, 2019
Too often when I speak to sales managers, they focus on "monitoring" their sales … [Read more...]
"I won't pay more than $X!" Posted on April, 2019
We were doing a deal review. It was a big deal with a prestigious customer. … [Read more...]
Getting The Cart Before The Horse, Sales Automation Posted on April, 2019
Technology and automation can enable each of us to be much more efficient, and … [Read more...]
Changing The Questions, Manager's Version Posted on March, 2019
I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
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