Category: Performance

Teaching Our Customers
Posted on October, 2012

There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]

I have to admit, up front, generally I don't find books about sales … [Read more...]

October 10, 2012 by David Brock 1 Comment

Recently I was at one of those giant events, you know, where sales leaders come … [Read more...]

Like most of us, I’ve come to rely on—and use as an excuse—constant on-line … [Read more...]

Surveys are and should be a powerful way of getting feedback. Properly used, … [Read more...]

Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]

Continually learning and improving our skills is critical, regardless of how … [Read more...]

My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]

September 29, 2012 by David Brock 4 Comments

A False Positive is a term used in medicine. Imagine some sort of test that … [Read more...]

September 27, 2012 by David Brock 5 Comments

Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm … [Read more...]