The big problem sales people have is their obsessive focus on their need to … [Read more...]
Author: David Brock
Focus On The Customer Need To Buy
Learning From "Lazy" Salespeople Posted on January, 2019
"Lazy" sales people are among my favorites--let me qualify that. "Lazy" sales … [Read more...]
What's A Full Pipeline/Funnel? Posted on January, 2019
I participated in a fascinating discussion about Disqualification. It was on … [Read more...]
My Journey On Micro-Improvements Posted on January, 2019
Long time readers of the blog will know for the past 18-24 months I've been … [Read more...]
Starting At "Zero," Again..... Posted on January, 2019
Sales is about the only profession, where each fiscal year, we have the … [Read more...]
Zero-Based Sales Planning Posted on December, 2018
As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]
On Consistency Posted on December, 2018
I don't know why, but we never talk about consistency. Consistency is about … [Read more...]
What We Think Of Our Customers Colors Our Engagement Posted on December, 2018
Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
"10 Years Of Experience....." Posted on December, 2018
I spend a fair amount of time helping clients hire managers and sale … [Read more...]
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...]
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