It seems, as human beings, we are increasingly less open to hearing differing … [Read more...]
Author: David Brock
Hearing What We Don't Want To Hear Is Critical
The Unintended Consequences Of "Making It About The Numbers" Posted on July, 2018
I wrote, The Number Are, Well, Just Numbers. It stirred up a lot of discussion … [Read more...]
The Numbers Are, Well, Just Numbers.... Posted on July, 2018
Business people, particularly sales, are obsessed with numbers. We measure … [Read more...]
The Servant Sales Person Posted on July, 2018
Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
Can You Make A Sales Call Without Talking About Your Product? Posted on June, 2018
Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
The Decline Of Corporate Culture Posted on June, 2018
Peter Drucker once said, "Culture eats strategy for lunch...." We all know … [Read more...]
The Power Of The Discovery Process Posted on June, 2018
There are two fundamentals to maximizing your ability to win a … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
Who's Responsible For Sales Enablement? Posted on June, 2018
Long time readers might accuse me of asking a trick question. The obvious … [Read more...]
Do You Have The Right Sales Business Model? Posted on June, 2018
No sales business model is "forever." As our markets change, as our customers … [Read more...]
- « Previous Page
- 1
- …
- 157
- 158
- 159
- 160
- 161
- …
- 365
- Next Page »