The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
Author: David Brock
What Problem Is Your Customer Really Trying To Solve?
Sales Management Is Really About Enablement Posted on April, 2019
For the sales enablement professionals reading this, this is not about you, … [Read more...]
Fear Of Failure Posted on April, 2019
As sales people and leaders, we have an interesting relationship with … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Device Attention Disorder Posted on April, 2019
I was backing out of a parking space. All of a sudden, the car starts beeping … [Read more...]
I'll Use Whatever "F**king" Language I Want And Other Self Centered Behaviors Posted on April, 2019
Language, that is the use of foul language, inevitably comes up on posts in my … [Read more...]
What's Next? What's Your Deal Strategy? Posted on April, 2019
In any given year, I may be involved in doing 100's of deal or opportunity … [Read more...]
Perhaps Artificial Intelligence Really Is Posted on April, 2019
I'm almost embarrassed to write this post. Having co-founded an early AI based … [Read more...]
Sales Results: Principles Versus Techniques/Tactics Posted on April, 2019
How do we create sustained results as sales professionals? After all, our jobs … [Read more...]
"May I Send You A Free Proposal" Posted on April, 2019
I got an intriguing email today. The subject line grabbed my attention--though … [Read more...]
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