It seems that SDR/BDRs are bearing more than their fair share of blame and … [Read more...]
Author: David Brock
It's Not The SDRs' Fault!
What About Sales Person Retention? Posted on May, 2017
Retention is a hot topic--customer retention that is. We've all seen data … [Read more...]
Complacency Posted on May, 2017
I struggled with the title of this post, wanting something more eye catching, … [Read more...]
"A Sales Person By Any Other Name Is Still A ........" Posted on May, 2017
In Act 2, Scene 2, of Shakespeare's Romeo and Juliet, Juliet says: "What is in … [Read more...]
What Do You Do For Your Customers, Not What Do You Do! Posted on May, 2017
The moon must be in a certain phase. All the prospecting calls I've been … [Read more...]
Customers And Sales, We Need Each Other! Posted on May, 2017
If I were to assess the worlds of buying and selling through much of what I … [Read more...]
"Fixing The Compensation Problem....." Posted on April, 2017
I always worry when a conversation with a sales executive starts with, "We need … [Read more...]
Doing Less With More! Posted on April, 2017
It's become trite to say "sales has changed more in the past 5 years than in all … [Read more...]
Why I Won't Invest Time In You! Posted on April, 2017
I get deluged with emails and calls asking me for a short phone conversation. … [Read more...]
Making B2B More Like B2C Sales??? Posted on April, 2017
I read a terrific article by Tiffani Bova, "6 Tips For Selling In The Age Of The … [Read more...]
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