We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
Author: David Brock
Buying Has Nothing To Do With The Product We Sell!
Losing Posted on December, 2011
I'm writing this with some trepidation, I worry that my message will be … [Read more...]
What Do We Talk To Them About? Posted on December, 2011
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Performance Metric Friday -- Personal Development Posted on December, 2011
As we finish the year and get ready for next year, it's time to look at our … [Read more...]
Being Wrong -- It Can Be A Great Starting Point Posted on December, 2011
A number of years ago, I was prospecting. It was a mid-sized company. I had a … [Read more...]
Let's Put An End To Product Training! Posted on December, 2011
I can already hear the distress from product managers and product marketing … [Read more...]
Buyer's Remorse Posted on December, 2011
Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
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...]
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