The other day Seth Godin offered a short post on Sold or Bought. It offered an … [Read more...]
Author: David Brock
Order Taker Or Solution Creator?
Who Should We Be Coaching? Posted on January, 2012
I've been reading a number of different posts on the topic of "Who Should We Be … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Hearing What We Want To Hear Posted on January, 2012
Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]
Not Worth The "Paper It's Written" On Posted on January, 2012
Companies spend billions of dollars each year in training people on sales and … [Read more...]
It's The New Year For Our Customers, As Well! Posted on January, 2012
As we put together our strategies for the New Year, most of our focus will be on … [Read more...]
Performance Management Friday --- New Year Baggage Posted on December, 2011
It's the end of the year. The New Year often represent a time for a fresh … [Read more...]
Looking For Ideas In All The Wrong Places Posted on December, 2011
Top performers--whether they are individual contributors, managers, or … [Read more...]
Putting A "Face" To Our Customers Posted on December, 2011
As sales people, we work with customers every day. We see them, we're in their … [Read more...]
Performance Management Friday --- Quota Posted on December, 2011
I've been writing this series of posts on metrics, and how sales people and … [Read more...]
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