Category: Performance

The Single Worst Thing A Sales Person Can Do
Posted on November, 2012

November 30, 2012 by David Brock 6 Comments

My friends at OpenView Labs asked for my views on "bashing" the competition. As … [Read more...]

November 28, 2012 by David Brock 7 Comments

People don't dislike sales people, they dislike bad selling! I wish I had said … [Read more...]

November 27, 2012 by David Brock 4 Comments

I'm very fortunate to work with very talented sales executives and people. Most … [Read more...]

November 27, 2012 by David Brock 6 Comments

Sales specialists or overlay reps are critical in complex B2B sales. The sales … [Read more...]

November 17, 2012 by David Brock 7 Comments

I haven't whined in a while, so pardon me for this indulgence. We all know that … [Read more...]

November 17, 2012 by David Brock 1 Comment

For those of you who have followed this blog for some time, you know my … [Read more...]

November 14, 2012 by David Brock 5 Comments

In commenting on my post, Given A Choice, Customers Generally Prefer Not To Have … [Read more...]

November 13, 2012 by David Brock 3 Comments

I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]

There are hundreds of new books on selling published every year. To be honest, … [Read more...]

November 5, 2012 by David Brock 1 Comment

The scene gets played over and over, literally hundreds of times every year. … [Read more...]