Aretha Franklin had it right, all any of us want is a little R-E-S-P-E-C-T. I … [Read more...]
Author: David Brock
R-E-S-P-E-C-T, All I'm Askin For....
We Keep Missing Our Forecast! Deals Keep Slipping! Posted on May, 2011
It’s that time of year, everyone’s focused on getting the second quarter done. … [Read more...]
Sales/Marketing SLA's - Are They Really A Sword Of Damocles? Posted on May, 2011
There is a fascinating conversation on the topic of "Should sales and marketing … [Read more...]
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
The Commoditization Of Referrals Posted on May, 2011
Referral's are important to sales. We want people who know us to introduce us … [Read more...]
Dear Marketing: Please Help Those Of Us In Sales Posted on May, 2011
The other day, I was listening to a very interesting discussion among a number … [Read more...]
Chief Revenue Officer? Posted on May, 2011
Today, I had the privilege of participating in a Focus.com round-table with … [Read more...]
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Why Would They Ever Choose To Do Business With You? Posted on May, 2011
Not many months ago, I was involved in a very complex sales situation with a … [Read more...]
A Frenzy Of Initiatives Is No Way To Improve Sales Performance! Posted on May, 2011
Sales people and managers tend to be action oriented people. It's no wonder … [Read more...]
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