Category: Leadership

Attrition Is A Leadership Problem
Posted on December, 2014

December 30, 2014 by David Brock 2 Comments

Some time ago, I wrote, A Frightening Look At The "Cost Of Selling." It has … [Read more...]

December 23, 2014 by David Brock 2 Comments

Matt Heinz wrote a provocative post, "News Flash, Sales Doesn't Control When The … [Read more...]

December 16, 2014 by David Brock 8 Comments

I've been writing a short series on Hacking Selling--(Hacking Selling, Hacking … [Read more...]

December 15, 2014 by David Brock 1 Comment

As I mentioned in Hacking Selling, sales people and managers constantly ask me … [Read more...]

Often, in talking about deals with sales people, there are things that just … [Read more...]

Recently, I was doing pipeline, deal, and territory reviews with several sales … [Read more...]

November 27, 2014 by David Brock 7 Comments

The days of product, even solution based differentiation are long passed. We … [Read more...]

I worry, sometimes, that we take the process of hiring, onboarding, coaching, … [Read more...]

I'm often asked, "Who's the best sales person you've ever known." Recently, a … [Read more...]

We're officially into the fourth calendar quarter of the year. It's the time … [Read more...]