It's odd, we interview people, anxious to hire the best and the brightest. … [Read more...]
Author: David Brock
Do You Trust Your People Enough To Let Them Think?
I Want To Be Your Partner Posted on October, 2013
It seems every relationship is becoming a partnership. In every sales … [Read more...]
Sales Process Is Habit Forming Posted on October, 2013
I was rereading a post from Kevin Eikenberry (Kevin's a favorite of mine) on … [Read more...]
Funnel/Pipeline Games Posted on October, 2013
The funnel/pipeline is a fundamental tool for sales professionals and managers. … [Read more...]
Getting Things Done Through Our People Posted on October, 2013
Sometimes I think managers leaders aren't as impactful as we can be because we … [Read more...]
"I've Never Ever Sold A Computer Or Piece Of Software" Posted on October, 2013
Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
Just Good Enough--The Minimum Viable Sales/Marketing Strategy Posted on October, 2013
Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
Band Aid Management Or Sales Management Operating System? Posted on September, 2013
The job of the sales leader is to maximize the performance of the organization. … [Read more...]
The LinkedIn "Invitation" Posted on September, 2013
I'm receiving a surprisingly--and disappointing---large number of "unusual" … [Read more...]
The "Remora Fish" Of Sales 2.0 Tools Posted on September, 2013
I was asked my opinion on the rapid proliferation of Sales 2.0 tools by a … [Read more...]
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