Business is tough everywhere. As sales professionals, we struggle to find … [Read more...]
Author: David Brock
Customer Retention, A Rant
"Pissing On The Ashes" Posted on March, 2012
My post yesterday stirred some discussion, Stop Spending So Much Time Coaching … [Read more...]
Stop Spending So Much Time Coaching The Bottom Of The Funnel Posted on March, 2012
It's approaching the end of the month and quarter. Everywhere I turn, people … [Read more...]
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
Coaching--It's Not About Giving The "Answer" Posted on March, 2012
Coaching is critical to improving performance--regardless the role we are in. … [Read more...]
With No Road Map Or GPS, We Lose Our Way Posted on March, 2012
Imagine you are in a new city. You've just landed at the airport, you have just … [Read more...]
Struggling With Intolerance Posted on March, 2012
The other day, my friend Jill Konrath wrote a compelling post, Silence Is … [Read more...]
Sales, Marketing, Big Data, and Stories Posted on March, 2012
Many pundits, including me, believe predictive analytics and big data are … [Read more...]
Customer Experience And Silos Posted on March, 2012
We organize our companies by function--sales, marketing, customer service, … [Read more...]
Getting Marketing And Sales Together Posted on March, 2012
I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]
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