At any point in any kind of new initiative, you've done all the planning, … [Read more...]
Author: David Brock
Sometimes You Just Have To Go Out And Get Your Teeth Kicked In!
Ramping Up The Results Of Your Sales Calls Posted on December, 2012
If you are a high performance sales professional, you always prepare your calls … [Read more...]
How Should Sales People Be Challenging Their Customers? Posted on December, 2012
Challenging, providing insight, getting your customers to think about their … [Read more...]
Going To Extremes Posted on December, 2012
I read an outstanding, but frightening post entitle The Future Of Marketing Is … [Read more...]
Radical Simplification Posted on December, 2012
There's no doubt, the world and business is more complex and this is unlikely to … [Read more...]
Persuasion And Communication Posted on December, 2012
You can't be a great sales professional--or even a great leader without the … [Read more...]
Reclaiming Our 70% Of The Customer Buying Process Posted on December, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
The Single Worst Thing A Sales Person Can Do Posted on November, 2012
My friends at OpenView Labs asked for my views on "bashing" the competition. As … [Read more...]
Understanding The Other Side, The Value Of Skepticism Posted on November, 2012
Would you trust your lawyer if she took everything at face value? I hope not. … [Read more...]
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