Category: Performance

It Isn't About You, It Really Is About Me!
Posted on March, 2019

I got an interesting prospecting note recently. It came, as so many do, … [Read more...]

I wrote, "Tilting The Numbers In Our Favor, The Tyranny Of More." In that, I … [Read more...]

I have tremendous empathy for sales people and what they face as they struggle … [Read more...]

Virtually every sales person and organization have pipeline/funnel problems. … [Read more...]

I've been having an email conversation with a colleague about, "Why are sales … [Read more...]

Friday mornings are usually "Coaching" days. I have a number of standing calls … [Read more...]

As sales professionals we face an intriguing paradox. We know, for complex B2B … [Read more...]

February 25, 2019 by David Brock 2 Comments

We tend to think of the Laws Of Physics as fundamental truths about how things … [Read more...]

February 25, 2019 by David Brock 2 Comments

Daily, I'm inundated with emails, InMails, phone calls from sales people trying … [Read more...]

February 21, 2019 by David Brock 5 Comments

One of the key questions I ask when I meet with sales executives and sales … [Read more...]