Today, I had a great text conversation with an outstanding sales manager. The … [Read more...]
Author: David Brock
Selling The Way You Buy
Five Months And Counting, An Update Posted on August, 2020
About 11:30 AM, on March 11, 2020 my plane touched down at John Wayne Airport. … [Read more...]
Are You So Busy Chasing Small Deals, You Are Missing The Important Deals? Posted on August, 2020
I'm often amazed looking at the pipeline profiles of a lot of enterprise focused … [Read more...]
What's Important To Your Customer? Posted on August, 2020
We know our solutions have to create value for our customers. The challenge, … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
On Measuring Sales Performance Posted on August, 2020
It's becoming increasingly complicated to measure sales … [Read more...]
Are You Engaging The Real Customers? Posted on July, 2020
I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
It's Not Always About The Deal Posted on July, 2020
One of the things I see too many sales people doing is focusing only on the … [Read more...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
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