Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]
Author: David Brock
Hearing What We Want To Hear
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...]
Buying Has Nothing To Do With The Product We Sell! Posted on December, 2011
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
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...]
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