I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
Author: David Brock
The Questions We Are Afraid To Ask
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
The Problem With Turnover Posted on July, 2014
Before my non-US followers get in an uproar, I'm not talking about the revenue … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Performance Improvement -- Looking In The Mirror First! Posted on July, 2014
I get a lot of calls and notes from people genuinely interested in performance … [Read more...]
We're Efficient, But What Does That Do To The Customer Experience? Posted on June, 2014
The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
Stop Reading Books/Blogs On Selling! Posted on June, 2014
Before many of my friends who've written quite outstanding books/blogs on … [Read more...]
"Checking In," Is Not A Next Step! Posted on June, 2014
For those of you that know me, this won't be a stunning confession, but I really … [Read more...]
"Turtles Only Make Progress When They Stick Their Necks Out*" Posted on June, 2014
We often wonder why we aren't making progress. Our results aren't improving, we … [Read more...]
Financial Literacy---Critical For Sales Posted on June, 2014
Financial literacy is critical for sales success. We have to be able to … [Read more...]
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