Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
Author: David Brock
Stop Giving Customers Choices!
Reality (Sometimes) Sucks! Posted on March, 2014
Try as we might, sometimes we just can't make our goals or commitments. … [Read more...]
Times Are Changing Posted on March, 2014
Every day I speak with sales leaders and sales professionals who are … [Read more...]
We're All Going To Mess Up Posted on March, 2014
Try as we might to do things right, we're all going to mess up every once in a … [Read more...]
Creating Urgency Posted on February, 2014
Trying to close a sale when a customer has no sense of urgency is like pushing a … [Read more...]
What's Your Special Number? Posted on February, 2014
I spend a lot of time writing about metrics and performance management. It's … [Read more...]
Imagine Making A Sales Call Without Mentioning The Product Posted on February, 2014
We are anxious to meet with customers to tell them all about our products and … [Read more...]
Calling On the People We Always Call On.... Posted on February, 2014
I spend a lot of time doing deal reviews. A critical part of each review is … [Read more...]
Do You Really Understand Your Numbers? Posted on February, 2014
As sales people and managers, we are often obsessed with the "numbers." There … [Read more...]
You're Fired!! Posted on February, 2014
Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]
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