We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
Author: David Brock
Challenging Our Customers' Status Quo
Our ABM "Hunting License" Posted on June, 2019
I've never been comfortable about the hunter/farmer notions around selling. … [Read more...]
High Performers Spend Their Time Differently Posted on June, 2019
Before reading this post, think about the following quote from Abraham … [Read more...]
"When Do You Need A Response?" Posted on June, 2019
We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin … [Read more...]
Sales Leadership Is About Human Leadership! Posted on June, 2019
There are thousands of books and articles about selling and how to be a great … [Read more...]
You're Not Ready For That Call! Posted on June, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
"Whose Success Was This????" Posted on June, 2019
A client asked me to interview a candidate for a key sales role. The sales … [Read more...]
I Hate Prospecting! Posted on June, 2019
I know how unfashionable it is to say this, but I hate prospecting. We're … [Read more...]
"It's All About Execution," Easily Said Posted on June, 2019
I've been obsessed with failure recently. More specifically, I've been … [Read more...]
What Is The Most Important Part Of The Sales Process? Posted on June, 2019
Recently, someone posed a question on LinkedIn: "What is the most important … [Read more...]
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