Often, I get pushback from folks when I talk about leveraging a sales process, … [Read more...]
Author: David Brock
Preparation Enables You To Get Out Of Your Own Way
Don't Count On Your Customer To Be Good At Communicating Posted on January, 2013
As sales professionals, we spend a lot of time learning how to communicate. We … [Read more...]
Things Are Changing! Posted on January, 2013
It's a brand new year and we are changing some things at the site. The biggest … [Read more...]
Starting With A Clean Slate Posted on January, 2013
Sales is one of the few professions when we start each new (fiscal) year with a … [Read more...]
Thinking Of Others ---Water Changes Everything Posted on December, 2012
As we enter the closing hours of 2012, it's a time when all of us pause to … [Read more...]
It's Your Right To 100% Share Of Customer And Territory Posted on December, 2012
When I first started selling, I learned a lesson that has stuck with me -- and … [Read more...]
Principles, Not Policies Drive Performance Effectiveness Posted on December, 2012
"The beatings will continue until you get is right!" OK, so I've taken a bit of … [Read more...]
Don't Forget Your Sales Process Posted on December, 2012
This time of year always brings a convergence of all types of activity. We're … [Read more...]
Aligning Your Sales Process With The Customer's Buying Process Posted on December, 2012
Aligning buying and selling processes is critical to connecting with customers … [Read more...]
Making A Difference In 2013: Help 1000's Get Access To Clean Water! Posted on December, 2012
The events of the past week, not just in Connecticut, but tragedies we hear … [Read more...]
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