Recently, I was in a discussion with a great sales management team. At one … [Read more...]
Author: David Brock
Forecast Integrity
Who's Your Competitor, Looking In All The Wrong Places Posted on November, 2018
The email asked me to participate in a market research survey. It was from one … [Read more...]
Help People Even When You Know They Can't Help You Back Posted on November, 2018
I"m on another 11 hour plane flight, encamped in my "pod," I have my noise … [Read more...]
What's Your "Net Promoter Score?" Posted on November, 2018
The "Net Promoter Score," has been around for a long time. In 2003, Fred … [Read more...]
Do Your People Own Their Commitments/Responsibilities? Posted on October, 2018
A sales manager was whining to me, "My sales people don't do what I tell them to … [Read more...]
In Praise Of Boring Sales Organizations Posted on October, 2018
Over the last several weeks, I've seen a similar issue with 4 different … [Read more...]
"Just Give Me The Answers!" Posted on October, 2018
There's a disturbing trend in developing the capabilities of sales people. It's … [Read more...]
Are You Learning Yesterday's Skills For Tomorrow's Buyers? Posted on October, 2018
Every time I meet sales enablement and sales executives, I ask, "What are the … [Read more...]
"Touching The Customer 1 Time, Annoying Her 6 More Times!" Posted on October, 2018
We all know the importance of reaching out to "touch the customer." We know … [Read more...]
Going Beyond The "What" Of Activity Metrics Posted on October, 2018
Activity metrics are receiving lots of attention. Activity metrics can be very … [Read more...]
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