Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Author: David Brock
Wishful Thinking
Don't Disadvantage Yourself In Your Deal Strategy Posted on May, 2016
You've invested time in qualifying your deal. Now you want to move the customer … [Read more...]
High Velocity Prospecting Posted on April, 2016
I'm a huge fan of high velocity outbound calls --- at least when done well. … [Read more...]
Inbound Works---Until It Doesn't Posted on April, 2016
I'm a great fan of inbound marketing/demand gen approaches. What sales person … [Read more...]
Complex Or Simple Buying Process Posted on April, 2016
Over the past few months, I've been reviewing a lot of my thinking about … [Read more...]
Rethinking The Sales Organization Posted on April, 2016
In the "old days" the structure of the sales organization was pretty simple. … [Read more...]
We Don't Need No Stinkin Sales People! Posted on April, 2016
I'm amazed by the number of CEO's I speak with that don't want to have sales … [Read more...]
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
Tag, You're It! Posted on April, 2016
All of us probably remember a game from our childhoods, "Tag." One person would … [Read more...]
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
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