I've spent the past couple of days at the TOPO Summit. It's become one of 3 … [Read more...]
Author: David Brock
Sales People Don't Message, They Have Conversations
Business Simplification--The Number 1 Job Of Sales Enablement Posted on April, 2017
Most people talking about the Sales Enablement function agree the goal of Sales … [Read more...]
Relationships Are Secondary To Sales Effectiveness Posted on April, 2017
I find myself in an unusual position. I've always been biased more to the … [Read more...]
Getting The Most Out Of Deal Reviews Posted on April, 2017
Sales people spend a majority of their time doing deals--finding them, … [Read more...]
Buyers Aren't Killing Sales, Sales People Are Killing Sales! Posted on April, 2017
I get so weary about the endless drivel about the "Death Of … [Read more...]
What If The Half Truths About Sales Were Absolutely True? Posted on April, 2017
It's not often I disagree with Anthony Iannarino's take on things. He recently … [Read more...]
"We Can't Solve Our Business Problems With Microscopes" Posted on April, 2017
The single biggest challenge facing business executives in the coming years is … [Read more...]
The Problem With Efficiency Posted on March, 2017
We design our organizations to be lean mean selling machines. Each step of … [Read more...]
"Just the facts, Ma'am..." Posted on March, 2017
The phrase, "Just the facts, Ma'am, " is attributed to Detective Sergeant Joe … [Read more...]
Do What Works, Don't Do What Doesn't! Posted on March, 2017
Recently, I wrote, Predictable Revenue. It's about sales process, in the … [Read more...]
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