Category: Performance

In Solving Problems, Are You Focused On The Headpin?
Posted on January, 2011

Sales managers have to balance a number of, potentially contradictory, issues in … [Read more...]

I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of … [Read more...]

I was having coffee with the COO of a large organization a few weeks ago. We … [Read more...]

December 21, 2010 by David Brock 1 Comment

I had an interesting email exchange the other day. Someone had read many of my … [Read more...]

December 17, 2010 by David Brock 5 Comments

Sales professionals get paid and measured on the products and services they … [Read more...]

December 16, 2010 by David Brock 9 Comments

"Tis the season to be talking about the "Death Of Sales." which I'll shamelessly … [Read more...]

As I was hanging up on a call with a new prospect today, the prospect said … [Read more...]

A week ago, I wrote a post,"'Me Too,' Is Not A Value Propsition!" With this … [Read more...]

December 12, 2010 by David Brock 2 Comments

B2B solutions, consequently B2B selling is increasingly complex. Layer on top … [Read more...]

Everyday, at least one copy of the following email arrives in my junk mail … [Read more...]