We embrace our strategic accounts---they are our most important customers. They … [Read more...]
Author: David Brock
What's Wrong With Strategic Accounts?
Walking Away Posted on June, 2011
Walking away from a bad deal is tough. Too often, we don't have the courage to … [Read more...]
Sales As A Special Case Of Project Management Posted on June, 2011
It seems all professions have their own languages, short hand, and ways of … [Read more...]
Start With The End In Mind Posted on June, 2011
A couple of weeks ago, I wrote about, We Keep Missing Our Forecast, Deals Keep … [Read more...]
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
We All Make Mistakes, It's How We Recover That Makes The Difference Posted on June, 2011
My last post, Even The Biggest And Best Get It Terribly Wrong, was about how … [Read more...]
Even The Biggest And Best Get It Terribly Wrong! Posted on June, 2011
Today, I get this email, it's addressed to "undisclosed recipients," which is … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
Do You Really Want To Sell? Posted on June, 2011
Do you really want to sell? This may seem an odd question--since presumably … [Read more...]
In Winning, It's The Little Performance Differences That Count Posted on June, 2011
For those of you who have followed me for some time, you know I'm an avid … [Read more...]
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