Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
Author: David Brock
When Is An Interruption Not An Interruption?
Pipeline Quality And Integrity Posted on October, 2019
I must have done thousands of pipeline reviews over my career. Somewhat … [Read more...]
Why Do 95% Of Customers Buy The Last Day Of The Quarter? Posted on October, 2019
If I'm to believe the pipelines I spend lots of time reviewing, there is an odd … [Read more...]
Deal Strategies, Helping The Customer Buy Posted on October, 2019
Recently I wrote, "What If We Kept The Target Close Date Sacred?" It focused on … [Read more...]
What If We Kept "Target Close Date" Sacred? Posted on October, 2019
Just finished one of those "aha" conversations with a client. Thought I would … [Read more...]
"They Aren't Using CRM!!!" Posted on October, 2019
The first time a sales manager made this statement to me, in frustration, was … [Read more...]
The Pipeline Review Posted on October, 2019
I was meeting with a client, we were doing the first pipeline review as part of … [Read more...]
Are Sales People "Coin Operated? Posted on October, 2019
We are facing a crisis in sales retention. Average tenure for sales people and … [Read more...]
The "Did I Manifesto" Posted on October, 2019
My friend, Kevin Dorsey, wrote a fantastic piece on LinkedIn. Be sure to read … [Read more...]
We Don't Lose Because Of What We Sell! Posted on October, 2019
Sit down with most sales people doing a loss review. The majority of the … [Read more...]
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