We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Author: David Brock
Prospecting Is Not An Event!
Understanding The Numbers Posted on June, 2020
When we talk about business, we quickly get to talking about the … [Read more...]
Do Your Friggin Homework! Posted on June, 2020
We struggle with achieving goals and producing results. Whether it's … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Sales People Need To Pay Their Way! Posted on June, 2020
Over the past several weeks, I've gotten into a number of discussions about the … [Read more...]
Why Change? Posted on June, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a … [Read more...]
On Micromanaging And Collaborative Reviews Posted on June, 2020
I was working with a team of frustrated sales people. They had a past sales … [Read more...]
"Do Or Not Do, There Is No Try" Posted on June, 2020
I'm dating myself with this quote from that master philosopher, Yoda. This goes … [Read more...]
Outsourcing Coaching.... Posted on June, 2020
It started as an intriguing call. The VP of Sales called to ask for my help, … [Read more...]
The Future Of Sales Is Virtual..... Posted on June, 2020
It seems the pandemic has created a new future for selling. Apparently, it's … [Read more...]
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