We measure a lot of stuff in sales. We have all sorts of pipeline metrics, … [Read more...]
Author: David Brock
What Does This Metric Mean To Me?
Thank You President Trump! Posted on November, 2020
I would be remiss, on election day, if I didn't provide my heartfelt thanks to … [Read more...]
"All Sales Problems Are Pipeline Problems...." Posted on November, 2020
"All sales problems are pipeline problems, and all pipeline problems are … [Read more...]
How Do Customers Prospect? Posted on October, 2020
Maybe it's just me, but have you experienced this hugely annoying trend---both … [Read more...]
The 21 Buying Methodologies Posted on October, 2020
Recently, I've been somewhat fixated on the concept of methodologies. I wrote … [Read more...]
A Next Gen Sales Methodology Posted on October, 2020
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales … [Read more...]
On Forecast Accuracy Posted on October, 2020
I've been having a fascinating discussion on forecasting and forecast accuracy. … [Read more...]
Challenging The Status Quo Posted on October, 2020
A sale will never happen until the status quo is challenged in some … [Read more...]
What's Driving Your Customer's Need To Buy? Posted on October, 2020
Understanding what's driving our customers to change, to address a new … [Read more...]
Obsessing On The Competition Posted on October, 2020
The sales call started nicely. The sales person started asking me questions … [Read more...]
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