Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Author: David Brock
"No Decision Made," Are You The Problem?
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
Bits And Pieces, March 12, 2016 Posted on March, 2016
I've decided to start a new feature on the blog called Bits And Pieces. I'll … [Read more...]
Business People Who Sell Posted on March, 2016
Our customers don't need sales people calling on them. They don't need a person … [Read more...]
Making The Numbers! Posted on March, 2016
Every sales professional is obsessed with making the numbers. Meet another … [Read more...]
Good Selling Is A Choice Posted on March, 2016
Jill Konrath has a fantastic post and video, Being Good At Sales Is A Choice. … [Read more...]
When The Script Works Posted on March, 2016
Over the past weeks, I've been arguing against mindless scripts being executed … [Read more...]
Sales Managers Are Killing The Sales Organization! Posted on March, 2016
It may be that time of year. or maybe I'm just more aware of it, but it seems … [Read more...]
When Prospects Don't Follow The Script Posted on March, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
"Good Enough" Should Never Be "Good Enough" Posted on March, 2016
I've been involved in a fascinating conversation with Greg Michaels. He wrote a … [Read more...]
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