Many of you might be surprised, but I was actually trained as a physicist. One … [Read more...]
Author: David Brock
Newton's Third Law, Every Action Creates An Equal And Opposite Reaction
Change, When Will We Put It Behind Us!?!@#!? Posted on August, 2012
About a week ago, I participated in a conversation with a group of frustrated … [Read more...]
Falling In Love With Our Products! Posted on August, 2012
One of the nice things about sales people is we have tremendous passion about … [Read more...]
Performance Management--A Question Of Leadership Posted on August, 2012
I'm tough on sales, marketing, and business professionals. I have high … [Read more...]
How Are You "Showing Up" To Your Prospects And Customers? Posted on August, 2012
I know you think I make these stories up, they are so preposterous, they can … [Read more...]
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
Why Questions Are A Sales Person's Best Tool--It's Not Because Of The Answers Posted on August, 2012
Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader's Best … [Read more...]
Sales Road Kill Posted on August, 2012
The other day, responding to a great comment on one of my posts, I referred to … [Read more...]
Silly Me, I Thought Selling Was Supposed To Generate Revenue! Posted on August, 2012
I've always been under the impression that revenue generation (quota) was the … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
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