Let's try a thought experiment. You will see some of the assumptions are very … [Read more...]
Author: David Brock
If We Fixed Sales Execution, Would We Fix Sales?
Knowing "How To Win," Makes You A Better Prospector! Posted on July, 2019
Social media channels are dominated by top of the pipeline/funnel thinking. The … [Read more...]
"You're A Pain In The Ass! Thank You" Posted on July, 2019
We should all be fortunate enough to have a few people that are "pain's in the … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
"I Think There's An Opportunity To Work Together..." Posted on July, 2019
The LinkedIn invitation started with: "Dave, I think there is an opportunity … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Are You The Salesperson Creating Value For Your Customer? Posted on July, 2019
I was talking to a team of sales people about engaging their customers with … [Read more...]
When Less Is More Posted on July, 2019
It seems the universal answer to every sales performance answer is to do more. … [Read more...]
Underperforming Our Potential Posted on July, 2019
At the outset, I'll apologize. This post is likely to rub some executives the … [Read more...]
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