I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
Author: David Brock
Are You Engaging The Real Customers?
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...]
Systems Of Alignment Posted on July, 2020
As we reflect on the process of getting things done in business, one of the most … [Read more...]
Raising My Game Posted on July, 2020
I find myself, increasingly, writing posts about the terrible state of practice … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
"Figuring Things Out," Part Of Our Job Posted on July, 2020
It started with a pipeline review. The pipeline was anemic, despite having … [Read more...]
- « Previous Page
- 1
- …
- 119
- 120
- 121
- 122
- 123
- …
- 372
- Next Page »