Category: Performance

What If We Kept "Target Close Date" Sacred?
Posted on October, 2019

Just finished one of those "aha" conversations with a client. Thought I would … [Read more...]

The first time a sales manager made this statement to me, in frustration, was … [Read more...]

I was meeting with a client, we were doing the first pipeline review as part of … [Read more...]

My friend, Kevin Dorsey, wrote a fantastic piece on LinkedIn. Be sure to read … [Read more...]

Human beings are always looking for the secrets to success. Somehow, we want to … [Read more...]

Today I received a prospecting email, something about it seemed familiar. I … [Read more...]

September 30, 2019 by David Brock 1 Comment

Forecasting is important to our business, we spend a lot of time (often too … [Read more...]

I've been writing a lot about our Sales Execution Framework and a "Back To … [Read more...]

You probably think this is a trick question, the answer is obvious, isn't … [Read more...]

September 5, 2019 by David Brock 1 Comment

Storytelling seems to have come into fashion over the past few years. Too … [Read more...]