Get any group of sales people together and we start exchanging war stories. … [Read more...]
Author: David Brock
Ending Sales Heroics
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...]
Is "Figuring Things Out" A Critical Sales Skill? Posted on February, 2018
It seems much of the trend in sales is to provide our sales people all the … [Read more...]
Responsibility And Character Posted on February, 2018
Every once in a while, I'm driven to write about something outside sales and … [Read more...]
If Prospecting Is The Toughest Part Of Selling, Why Do We Put Our Least Experienced People In Those Roles? Posted on February, 2018
Many people believe prospecting is the toughest part of selling. I'm actually … [Read more...]
"....Must Have Previous SaaS Sales Experience" Posted on February, 2018
I was speaking to a colleague the other day, he was looking for a job. He was a … [Read more...]
Who Are We Designing Our Marketing/Sales Strategies To Serve? Posted on February, 2018
Every day, we are pummeled with experts talking about how to make sales people … [Read more...]
To Challenge Or Not To Challenge Posted on February, 2018
Every once in a while, someone asks me, "When is it right to challenge?" At … [Read more...]
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