"Well Duuugggh Dave! Thanks for that stunning insight!?!" OK, now that you've … [Read more...]
Author: David Brock
All Customers Aren't Alike
Are Your Sales People "Organizationally Savvy?" Posted on October, 2016
Clearly we live in worlds of increasing complexity. The issues our customers … [Read more...]
Hunters In Major Accounts? Posted on October, 2016
Recently, I've been having a number of discussions on account based strategies, … [Read more...]
Are You Selling What Your Customer Is Buying? Posted on October, 2016
I'll jump to the bottom line, then retrace my steps. "Customer buy holes in … [Read more...]
Encountering Resistance Posted on October, 2016
My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe … [Read more...]
First Impressions Posted on October, 2016
I got one of those calls today. Not dissimilar to some of the other calls I've … [Read more...]
The Crisis In Sales Performance Posted on October, 2016
Whatever way you look at it, we are facing a crisis in sales performance. The … [Read more...]
Are You Obsessing Over Your Front Line Managers? Posted on October, 2016
There are endless discussions about sales people and their performance. … [Read more...]
When Less Is More! Posted on October, 2016
We have a complexity crisis in our organizations. There is no place where it … [Read more...]
Training Our Customers To Want The 57%! Posted on October, 2016
There's so much misunderstanding about the data point published by CEB a number … [Read more...]
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