Ever show up to a party late? Groups have formed, everyone's deeply engaged in … [Read more...]
Author: David Brock
Late To The Party!
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
When Are We Going To Understand, It Really Isn't About The Product! Posted on March, 2014
Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
Fifty Shades Of Forecasting Posted on March, 2014
It's the end of a frighteningly busy week. So my mind's fried, and I start … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Rethinking Qualification, Has The Customer Qualified Themself? Posted on March, 2014
The other day, I wrote an article about, "How Much Do You Want To Spend?" The … [Read more...]
"How Much Do You Want To Spend?" Posted on March, 2014
"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Don't Answer That Objection! Posted on March, 2014
A few days ago, I was tagging along with a sales person on a call. It started … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Setting Expectations Posted on March, 2014
I'm encamped in our local Starbucks, busy with my morning series of conference … [Read more...]
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