When I started my sales career, I sold computers to large banks on Wall Street. … [Read more...]
Author: David Brock
How About Hanging Out Where Your Customers Hang Out?
You've Got New Ideas, New Programs, But What Are You Stopping? Posted on January, 2011
I've spent much of my time over the past few weeks participating in a number of … [Read more...]
What Kind Of Example Do You Set For Your People? Posted on January, 2011
Yesterday afternoon, I was in JFK waiting to board a plane. I'd had a long day, … [Read more...]
Never Ask A Question If You Don't Know The Answer Posted on January, 2011
There's the common saying in court room proceedings that a lawyer should never … [Read more...]
Do You Trust Yourself And Your People Enough To Let Go? Posted on January, 2011
I hear from sales people all over, "My manager won't let go!" "She's micro … [Read more...]
Should Sales People Be Blogging? Posted on January, 2011
I've been reading a lot of opinions about sales people blogging--many favoring … [Read more...]
Committing To Goal Or Engaging In Wishful Thinking? Posted on January, 2011
I really don't mean this to be a New Year's resolution piece, though the title … [Read more...]
In Solving Problems, Are You Focused On The Headpin? Posted on January, 2011
Sales managers have to balance a number of, potentially contradictory, issues in … [Read more...]
Getting It Done Versus Doing It Right Posted on January, 2011
I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of … [Read more...]
"Take Part" In Your Own Personal And Career Development Posted on January, 2011
Year end and the New Year are always times to catch up with friends and … [Read more...]
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