SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
Author: David Brock
Stop Focusing On SAL's!
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
Great Habits Start With Simple Things Posted on February, 2019
This post is another of my learnings on my personal learning journey on micro … [Read more...]
Training And The Forgetting Curve Posted on February, 2019
Not long ago, I wrote a post, Sales Training And The "Forgetting Curve." It's … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
Authenticity Posted on January, 2019
Authenticity has become a buzzword tossed around social media too casually. We … [Read more...]
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
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