Like most of us, I’ve come to rely on—and use as an excuse—constant on-line … [Read more...]
Author: David Brock
The Discovery
The Survey Says: "You MUST Be Ecstatic With Us!" Posted on October, 2012
Surveys are and should be a powerful way of getting feedback. Properly used, … [Read more...]
It's Not The Commitments We Make, It's Those That We Keep Posted on October, 2012
Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
Old Dogs Can Learn New Tricks! (Are The Pups' Learning As Well?) Posted on October, 2012
Continually learning and improving our skills is critical, regardless of how … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
What Impressions Are You Creating? Posted on October, 2012
My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]
Are False Positives Killing Your Sales? Posted on September, 2012
A False Positive is a term used in medicine. Imagine some sort of test that … [Read more...]
Preaching To The Choir Posted on September, 2012
Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm … [Read more...]
Sales Competence, How Do We Know? Posted on September, 2012
Yeah, I know, I know. Many readers will react to this title with responses … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
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