Before continuing, I have to give credit to this phrase and important concept to … [Read more...]
Author: David Brock
Banish These Words, "For Now..."
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
"But We Did It This Way In My Old Company!" Posted on December, 2020
I was speaking with a Sales Executive. He was relatively new to the company, … [Read more...]
We Don't Create Value By Discounting It! Posted on December, 2020
I was doing a deal review. We were in the final stages of closing a big deal. … [Read more...]
Why Does Your "Bot" Want To Talk To Me? Posted on December, 2020
We are in a period where automation has run amuck. "Bots" and Artificial … [Read more...]
It Really Is Only About Me! Posted on December, 2020
Every day, three times a day, I go through my inbox---both email and social … [Read more...]
The "Adrenaline Rush" Of Crises Posted on December, 2020
I have to confess, I'm a bit of an Adrenaline junkie. I revel in a crisis, I'm … [Read more...]
"What If You Thought Of Things Differently?" Posted on December, 2020
There is one fundamental question that all sales people and managers must think … [Read more...]
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It? Posted on December, 2020
I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
Does The Right Hand Know What The Left Hand Is Doing? Posted on December, 2020
It's the end of the fiscal year for many. Simultaneously, sales organizations … [Read more...]
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