One of the biggest mistakes managers make is lack of follow-up. Recently, I … [Read more...]
Author: David Brock
What Happened To The Follow-Up?
Advice For The New Sales Manager, What You Need To Know Posted on August, 2018
Moving into the role of Sales Manager is a challenge for everyone. Most people … [Read more...]
"Let's Automate That......" Posted on August, 2018
Once again, I find myself issuing a disclaimer at the outset of a post. I'm an … [Read more...]
Gartner/CEB Sales And Marketing Conference--Special Announcement Posted on August, 2018
I rarely promote conferences and events, but I have to make an exception with … [Read more...]
Walking, Talking Product Brochures---Selling Is More Than This Posted on August, 2018
I don't know how many sales calls I observe. Over the course of years, it's … [Read more...]
Why Are They Buying? Posted on August, 2018
I was sitting in yet another deal review. The sales person was describing the … [Read more...]
What Did The Customer Learn As A Result Of Our Meeting? Posted on August, 2018
Usually, after a sales call, we ask ourselves, "Did I accomplish my … [Read more...]
Research Shows You Get The Best Results If....... Posted on August, 2018
Marketing and sales are very data driven---or at least we pretend to … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
Is There A "Schism" Between Sales Enablement And Sales? Posted on August, 2018
Perhaps I'm an alarmist, but I'm starting to see the early signs of a schism … [Read more...]
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