There have been a number of interesting blog posts and discussions going on … [Read more...]
Author: David Brock
Talking About Price!
What If You Sold What Customers Wanted To Buy? Posted on September, 2011
We know what we want to sell. We've ben trained, we have all our brochures and … [Read more...]
The Meeting Posted on September, 2011
You've spent all this time trying to get through to the prospect. You've … [Read more...]
What's Your Approach To Managing Performance? Posted on September, 2011
As leaders and sales managers, a key aspect of our jobs is to manage … [Read more...]
Remembering Posted on September, 2011
I'm a little surprised that I'm writing about 9/11. It's a big departure from … [Read more...]
Performance Management Friday -- Average Transaction Value Posted on September, 2011
Over the past few weeks, I've focused on various pipeline/funnel metrics that … [Read more...]
Steeling Myself For The Aftermath Of DreamForce Posted on September, 2011
It's not just an Dreamforce occurrence, it happens with every conference I … [Read more...]
Will You Let Me Buy, Rather Than Trying To Sell To Me! Posted on September, 2011
Today, I was doing some research on upgrading a product I currently used. I … [Read more...]
Finding The Time Posted on September, 2011
Last week, while at Dreamforce, I had a conversation over coffee with a … [Read more...]
Performance Management Friday -- Funnel Balance Posted on September, 2011
On previous Friday's, I've written about Ideal Pipeline Volume, Flow/Velocity, … [Read more...]
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