You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
Author: David Brock
Send Your Customer Your Call Plan!
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
7 People In 10 Years! Posted on August, 2015
Recently, I had an email exchange with a friend. He was seeking advice about … [Read more...]
Leadership Is About Personal Responsibility And Action Posted on August, 2015
Forgive me, I'm on a bit of a rant. Those who have followed me for some time … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
"TWAM" Is A Terrible Social Engagement Strategy! Posted on July, 2015
Over the past years, but particularly over the past couple of months, the level … [Read more...]
"I Want To Follow-Up Our Earlier Conversations....." Posted on July, 2015
I feel obligated to put a disclaimor on my behavior at the beginning of this … [Read more...]
Whose Job Are You Doing? Posted on July, 2015
Mike Weinberg wrote a terrific post in the series we are doing at Openview Labs … [Read more...]
Making Our Customers' Lives Better Posted on July, 2015
My article, How B2B Customers Make Decisions, sparked a lot of discussions in … [Read more...]
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