Gary Peyrot asked a great question recently, He had read, "What Would Happen If … [Read more...]
Author: David Brock
Putting Aside Our Agenda For The Customer's
Micromanagers Don't Trust Themselves Posted on July, 2016
Somehow I get involved in lots of conversations about micromanaging. These … [Read more...]
Personas, Profiles, Relevance, Personalization, And Targeting--Stop Wasting Your Time Posted on July, 2016
I tend to look to the approaches sales and marketing experts and automation … [Read more...]
Sales Leadership Dysfunction -- Dysfunctional Compensation Plans Posted on July, 2016
My last post inn this series was "Super Hero Sales Managers." I hesitated for a … [Read more...]
Your Customers Have Problems, But Do They Know? Posted on July, 2016
Not long ago, I got a call from a frustrated sales person. He had a huge … [Read more...]
Business Focused, But People Centric Posted on July, 2016
Often in understanding business leadership, people tend to focus on two extreme … [Read more...]
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
On Thrashing Posted on July, 2016
Thrashing, at least in the manner I'd like to discuss, is actually a very … [Read more...]
Win Fast, Lose Faster! Posted on July, 2016
Inevitably, as I do pipeline and deal reviews, I see sales people hanging onto … [Read more...]
High Performing Organizations Outperform Low Performing Organizations! Posted on July, 2016
Over the past 5 years, we've been trying to understand sales performance. As … [Read more...]
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