Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
Author: David Brock
Please Hire My Solution
Sales Performance Improvement, Where To Start Posted on August, 2019
I wrote, "Improving Sales Performance Without Changing How You Sell." Readers … [Read more...]
The Power Of "Doing Things With....." Posted on August, 2019
Words are important, with the change of a single word, we often change our … [Read more...]
Insight Is Always Contextual! Posted on August, 2019
HBR recently published an article, "Why 'Tell Them Something They Don't Know' Is … [Read more...]
Your Name Came Up..... Posted on August, 2019
Yes, I'm whining about inept, manipulative prospecting. This might also be … [Read more...]
Improving Sales Performance Without Changing "How You Sell" Posted on August, 2019
Too often, as executives look to improve sales performance, they look to doing … [Read more...]
"The Right Commission Plan Will Fix Everything...." Posted on August, 2019
It's that time of year. Many senior sales execs are starting their planning for … [Read more...]
Discovery, What's Your Customer Learning? Posted on August, 2019
We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Building Your Personal Brand -- Again Posted on August, 2019
There's a lot of discussion about how important it is for sales people to "build … [Read more...]
Customers And Rational Behaviors Posted on August, 2019
Too often, I'm in reviews with sales people whining, "The customer is … [Read more...]
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