I've been writing a lot about changing the conversation, about challenging our … [Read more...]
Author: David Brock
A Different Take On Challenging Conversations
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
Performance Management Friday -- Abandoned Deals Posted on January, 2012
Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]
What Happens When The Customer Doesn't Raise His Hand? Posted on January, 2012
There has been an important revolution in marketing thinking over the past … [Read more...]
On SOPA And PIPA Posted on January, 2012
I'm taking a bit of a departure from some of the "rules" I have established for … [Read more...]
I Thought I Had Solved World Hunger Posted on January, 2012
Not long ago, my wife had to be away from home for a week. It happened to be a … [Read more...]
Pay For Performance Posted on January, 2012
Over the past few months, I've been involved in a lot of discussions on sales … [Read more...]
Do You Have The Pieces-Parts Or A Working System? Posted on January, 2012
Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
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