Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
Author: David Brock
Buyer's Remorse
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Performance Management Friday -- Time Management Posted on December, 2011
Time Management is a top issue impacting sales productivity. It's tough to … [Read more...]
Are We Doing The Right Job In Training Sales? Posted on December, 2011
A colleague, someone who's been at the top of his game in sales training for … [Read more...]
Insight Based Selling --- It's Not Rocket Science Posted on December, 2011
There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]
Our Customers Are Missing The Opportunity To .... Posted on December, 2011
I get involved in helping launch lots of products. Clients are bringing new … [Read more...]
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Getting From Here .... To There Posted on December, 2011
Imagine a contest. You've landed in a city you've never been to before. You're … [Read more...]
Performance Management Friday --- Sales/Management Alignment Posted on December, 2011
In this week's post on performance metrics, I'll take a step back. Rather than … [Read more...]
"I Don't Need No Stinkin' Sales Process!" Posted on November, 2011
That's what I hear from lot's of sales people---not in the meetings, but when … [Read more...]
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