I spend a fair amount of time helping clients hire managers and sale … [Read more...]
Author: David Brock
"10 Years Of Experience....."
The "Real Cost" Of A Salesperson Posted on December, 2018
What would you think of a front line manufacturing manager failing to address … [Read more...]
Sales Training And The "Forgetting Curve" Posted on December, 2018
Every year, billions are spent in sales training. Yet all the data shows … [Read more...]
Start/Stop/Pivot/Restart Sales Strategies Posted on December, 2018
Sales, as with most things, is something that demands regularity in execution. … [Read more...]
Sales Talent Is A Problem, Is It Worth Solving? Posted on December, 2018
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, … [Read more...]
Letting Form Triumph Over Substance Posted on December, 2018
One of my favorite authors/thinkers is John Gardner. About 35 years ago, a … [Read more...]
Stupid Works In Sales Posted on December, 2018
I've been writing a number of pieces looking at the future of the sales … [Read more...]
Why I'm So Optimistic About The Future Of Selling Posted on December, 2018
About 3-4 years ago, I was participating in a discussion, at the time hosted by … [Read more...]
Sales, You Have To Do The Whole Job, All The Time! Posted on December, 2018
We--or rather my wife--had an incident the other day. We have a housekeeper … [Read more...]
The Sales Conversation Of The Future Posted on December, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
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