We all have our dashboards and key indicators. We assess performance base on … [Read more...]
Author: David Brock
The Problem With Dashboards/Metrics
The More We Know, The Less We Think We Know Posted on March, 2018
I've been having a fascinating discussion with Charlie Green, Jill Konrath, and … [Read more...]
No (Wo)Man Is An Island Posted on March, 2018
John Donne penned a famous poem, No Man Is An Island, as part of his Devotions … [Read more...]
"Focus On Activity More Than Results" Posted on March, 2018
It's clear that activity drives results---or at least it should. We all know … [Read more...]
Great Prospecting Posted on March, 2018
I use this column, too often, to whine about the state of prospecting emails. … [Read more...]
The Single Most Important Thing To Drive Sales Posted on February, 2018
I read dozens of articles outlining the single thing sales people or managers … [Read more...]
Ending Sales Heroics Posted on February, 2018
Get any group of sales people together and we start exchanging war stories. … [Read more...]
We Need To Stop Making Things Easy! Posted on February, 2018
We seem to be, individually and organizationally, fixated on making things … [Read more...]
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
Are Sales People Afraid Cold Calling Will Die? Posted on February, 2018
My apologies, up front, I have been trying to resist plunging into yet another … [Read more...]
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