Category: Leadership

Are Your Sales People "Organizationally Savvy?"
Posted on October, 2016

Clearly we live in worlds of increasing complexity. The issues our customers … [Read more...]

October 18, 2016 by David Brock 1 Comment

My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe … [Read more...]

Whatever way you look at it, we are facing a crisis in sales performance. The … [Read more...]

There are endless discussions about sales people and their performance. … [Read more...]

There are a number of thoughtful articles suggesting we get better results in … [Read more...]

September 28, 2016 by David Brock 1 Comment

As many of us prepare to descend on Dreamforce 2016, I look at it with some … [Read more...]

I couldn't believe what I was hearing on the phone. It was a frustrated sales … [Read more...]

Recently, I met with a CEO. He was trying to hire a new VP of Sales. For … [Read more...]

Often we think of mediocre people or mediocre organizations as those that don't … [Read more...]

September 20, 2016 by David Brock 3 Comments

The Wells Fargo saga is a tragic example of systemic leadership failure. … [Read more...]