Thanks to people like Mike Kunkle, Tamara Schenk, Jason Jordan, Mike Weinberg, … [Read more...]
Author: David Brock
Sales Manager Enablement
Teaching Sales People To Lie.... Posted on July, 2017
Just when you think you have seen the very worst prospecting email ever, you get … [Read more...]
You Get What You Measure/Compensate For! Posted on July, 2017
It's an age old adage, "You get what you measure and compensate for." If it … [Read more...]
Are We Getting Prospecting Wrong? What Is The Customer's First Impression? Posted on July, 2017
Today, most of what I hear from sales people and executives is they are … [Read more...]
Effectiveness Must Precede Efficiency Posted on July, 2017
Too often, we seem to focused on volume, velocity and activity levels, thinking … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
Leading With The Problem? Posted on July, 2017
I was involved in a twitter discussion. The following question was posed, "When … [Read more...]
Understanding Your Customer's Needs And Requirements Posted on July, 2017
In my formative years in selling, one of the key things I learned was to … [Read more...]
The Arrogance Of "Creating Value For The Customer" Posted on July, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of … [Read more...]
Cold Calling, Alive And Kicking! Posted on July, 2017
Cold calling is alive---at least when you look at the number of posts … [Read more...]
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