Long time followers will know that I'm obsessed with the concept of … [Read more...]
Author: David Brock
Designing "Good Days"
It's Account Planning Season, Again Posted on November, 2019
Account planning is important, it's fundamental to growing our value and … [Read more...]
"Even Though I Hate Talking About Price......" Posted on November, 2019
Someone has been prospecting me, trying to provoke me to respond and take a … [Read more...]
Committed To Stupidity Posted on November, 2019
Sadly, every day I see more sales people committed to stupidity. It's not … [Read more...]
It's Not About The Metrics! It's What You Do About Them! Posted on November, 2019
We seem to be metric crazy. Every organization I meet has a whole alphabet soup … [Read more...]
Being Mentored And Mentoring Posted on November, 2019
Mentoring takes all forms, some of the more unusual are the most helpful, … [Read more...]
Sales Managers "Closing Business" Posted on November, 2019
I was struggling to meet with a sales manager. He really wanted to talk, we had … [Read more...]
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
"It's Like Cheating On Your Homework, You Might Just Learn Something" Posted on October, 2019
A client/friend and I had just completed a number of reviews with his team. As … [Read more...]
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