Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
Author: David Brock
Sales Is All About Relationships
Getting Things Done Posted on October, 2019
It seems our days are consumed with meetings. We have meetings to develop win … [Read more...]
Great Selling Is Not Something We Do To Customers Posted on October, 2019
As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
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...]
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