Thrashing, at least in the manner I'd like to discuss, is actually a very … [Read more...]
Author: David Brock
On Thrashing
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...]
Is Sales Coaching Dead? Posted on July, 2016
I recently read a post, "Is Sales Coaching Dead?" It was written by a team I … [Read more...]
Sales Leadership Dysfunction ---"Super Hero" Sales Managers Posted on July, 2016
My last pose in this series was Disconnected Sales Execs. This week, I continue … [Read more...]
Building Your Personal Brand Posted on July, 2016
There's a lot written about building Personal Brands. A lot of the discussion … [Read more...]
Help Your Customers Do Something More Important! Posted on July, 2016
All of us want to be selling products and services that are mission critical for … [Read more...]
Overloaded And Overwhelmed Posted on July, 2016
All of us, customers, sales people, marketing, customer service---everyone, … [Read more...]
Sales Managers Don't Produce Revenue, Sales People Do! Posted on July, 2016
Unless you are a sales manager with your own territory (which is an untenable … [Read more...]
Sales Leadership Dysfunction -- Disconnected Sales Execs Posted on July, 2016
My last post in this series was about Sales Managers As Desk Jockeys. This post … [Read more...]
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