This post is another of my learnings on my personal learning journey on micro … [Read more...]
Author: David Brock
Great Habits Start With Simple Things
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...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
Why Are You Calling Now? Posted on January, 2019
This morning, I'm doing work in a rare day in the office. A sales person calls. … [Read more...]
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
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