Recently, I was having a conversation with Robert Racine about the state of … [Read more...]
Author: David Brock
Sales And The Zombie Apocalypse
If Your Customer Doesn't Have Problems, They Don't Need You! Posted on January, 2017
The only reason sales people exist is to help customers solve their problems, … [Read more...]
"Pissing On The Ashes" Posted on January, 2017
A colleague had a wonderfully colorful term to describe situations we both found … [Read more...]
Rescuing Deals! Posted on January, 2017
Each of us has experienced it, we're struggling winning a deal. It's an … [Read more...]
Pick Up The Damn Phone! Posted on January, 2017
Unconsciously, I've fallen into a terrible trap, all of it has been a result of … [Read more...]
Are You Creating Deep Interactions? Posted on January, 2017
Read any research report, engagement is becoming a top challenge with every … [Read more...]
Is The Concept Of Hunters And Farmers Relevant Any More? Posted on January, 2017
It seems like the concept of hunters and farmers have been around virtually as … [Read more...]
Sales Management--Pragmatic Selfishness Posted on January, 2017
Yes, you’ve seen these discussion before. Classically, our org charts look … [Read more...]
Are Your Sales Metrics Aligned With Your Business Strategy? Posted on January, 2017
Not long ago, I spoke with a frustrated CEO. His company was doing OK, but … [Read more...]
There's A Reason Gyms Don't Hire Morbidly Obese Trainers Posted on January, 2017
We've exited the Holiday Season in the US. Thanksgiving, Hanukah, Kwanzaa, … [Read more...]
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