Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]
Author: David Brock
You're Fired!!
Performance Metric Friday -- Deal Slippage Posted on February, 2014
It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]
What's A Fitbit Have To Do With Selling? Posted on February, 2014
I love my Fitbit! Actually, I have several devices that measure my performance … [Read more...]
How Do They Make Money, Part 2 Posted on February, 2014
Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
Stop Wasting Your Time On Social Selling! Posted on February, 2014
Recently, someone wrote me saying: "I have absolutely no idea how you have … [Read more...]
Pipeline Games Posted on February, 2014
I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]
Deciding What To Buy Is Often The Easiest Part Posted on February, 2014
As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
Customers Lie, And They Are Stupid Too! Posted on February, 2014
There are not many things that cause me to come unglued. But there are two that … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]
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