This afternoon, the phone rang, I picked it up, "Hi, this is Dave … [Read more...]
Author: David Brock
When The Customer Doesn't Respond The Way You Want Them To
What Your Customer Doesn't Know Can Kill Them! Posted on September, 2017
There are few industries in the world that aren't being disrupted in some … [Read more...]
There Are No Silver Bullets! Posted on August, 2017
It seems every day I encounter someone looking for a silver bullet: "How do I … [Read more...]
Design Your Sales Calls For Success Posted on August, 2017
Some years ago, we did research on the effectiveness of sales calls and … [Read more...]
Not Everyone's A Customer Or A Prospect! Posted on August, 2017
It might seem obvious to everyone reading the title of this post. Of course we … [Read more...]
Knowledge Is Power Posted on August, 2017
Knowledge is power---this has been acknowledged for years. Let's assume that's … [Read more...]
Not Every Call You Make Is A Sale Posted on August, 2017
Recently, reading an article, I was struck by a sentence, "Not every call you … [Read more...]
Managers With Personal Territories Posted on August, 2017
Are you a Front Line Sales Manager? Do you still have a personal territory with … [Read more...]
Account Based Everything -- Structured Prospecting Posted on August, 2017
Account Based Everything, including Account Based Marketing and Account Based … [Read more...]
It's Not About What Your Product Does.... Posted on August, 2017
Everyday, I speak with sales people who are struggling. They've got a rock … [Read more...]
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