Over the past several weeks, I've been sitting in a number of pipeline and deal … [Read more...]
Author: David Brock
Getting What You Get Or Getting What You Want?
Metric Fixation Posted on May, 2018
We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Are We Enabling Or Crippling Our Sales People? Posted on May, 2018
Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
Thanks For Training Me Not To Answer My Phone! Posted on May, 2018
I've stopped answering my phone--whether it's my office, mobile, or home phone, … [Read more...]
"What Did You Sell That For.....?" Posted on April, 2018
I have to start this post with a story. Some years ago, I was the executive … [Read more...]
"Sales Hasn't Changed, We're Just Leveraging Cool New Tools!" Posted on April, 2018
I read a quote from Graham Hawkins. I started, "Sales hasn't changed....." … [Read more...]
The Power Of "Ritual Questions" Posted on April, 2018
Recently, I read an article about "Ritual Questions." It's a powerful … [Read more...]
We Get Sales Math Wrong! The Magic Is In The Numerator! Posted on April, 2018
My apologies, I'm doing a series of rants that are something akin to David … [Read more...]
Driving "Volume," Are We Letting Form Triumph Over Substance? Posted on April, 2018
John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
How Do We Broaden Our Thinking About Our Deal Strategies? Posted on April, 2018
This morning, I was conducting a deal review with a very experienced sales … [Read more...]
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