My friend, Ardath Albee, and I were commiserating the other day. We see so many … [Read more...]
Author: David Brock
"How Can I Help You --- But First Let Me Tell You About Me"
The Sales Forecast, An "Informed Guess" Posted on July, 2010
Several days ago, I wrote a post, The Most Used --- Useless Metric In Sales. … [Read more...]
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
Always Be Recruiting! Posted on July, 2010
Dave Kurlan wrote an outstanding post: Bench Strength - The Key To Replacing … [Read more...]
80% of Customer Satisfaction Is Meeting Your Commitments -- The Little One's. Posted on July, 2010
I'm sitting in my office--it's 97 degrees in the office, I'm fuming, it's been … [Read more...]
The Most Used - Useless Metric In Sales! Posted on July, 2010
For years I've been amazed by the number of very smart sales people and leaders … [Read more...]
Words Are Important In Sales Posted on July, 2010
Words are important in sales! We're always looking for the right word--the one … [Read more...]
Shortcuts Posted on July, 2010
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
Sales Goals Or Sales Process, Which Is Most Important? Posted on July, 2010
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales … [Read more...]
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