We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
Author: David Brock
Changing The Questions
Start With The End In Mind, The Tyranny Of More, Part 2 Posted on March, 2019
I wrote, "Tilting The Numbers In Our Favor, The Tyranny Of More." In that, I … [Read more...]
Tilting The Numbers In Your Favor, The Tyranny Of "More" Posted on March, 2019
I have tremendous empathy for sales people and what they face as they struggle … [Read more...]
Is Leadership Really About Solving Problems? Posted on March, 2019
All of us, me included, often think a key aspect of leadership is about solving … [Read more...]
CEOs Would Be PISSED OFF If They Knew This Secret! Posted on March, 2019
I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Selling IS A Service Posted on March, 2019
It seems the world is migrating to an "As A Service" model. Everyday one hears … [Read more...]
Stop Focusing On The Top Of The Pipeline! Posted on March, 2019
Virtually every sales person and organization have pipeline/funnel problems. … [Read more...]
Product Centric Selling, It Really Is About Us! Posted on March, 2019
I've been having an email conversation with a colleague about, "Why are sales … [Read more...]
Do We Even Need Sales People Anymore Posted on March, 2019
Recently, I read a post from a marketing person I really respect. This person … [Read more...]
Driven By Distraction Posted on March, 2019
Friday mornings are usually "Coaching" days. I have a number of standing calls … [Read more...]
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