Geoffrey James has generated a lot of interesting reactions with his article, To … [Read more...]
Author: David Brock
Scaring Customers Spitless -- Does This Build Respect and Trust?
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Rethinking Qualifying---Is This Good Business For Us? Posted on August, 2009
Most of the time when we think about qualifying sales opportunities, we focus on … [Read more...]
Does Your Customer Have A Need To Buy? Posted on August, 2009
An old colleague of mine had a great way of looking at things. He and I would … [Read more...]
The Pipeline Review--An Underused and Underappreciated Coaching Opportunity Posted on August, 2009
The pipeline review, I've participated in 100's of these, somehow they all look … [Read more...]
Making A Difference -- A Plea For Your Help Posted on August, 2009
It’s that time of year again! In less than 60 days, I will be participating in … [Read more...]
Do You Trust Your People Enough To Let Them Succeed? Posted on August, 2009
File this under "Practice What You Preach." Over the past few months, I've been … [Read more...]
Firing Top But Toxic Performers -- Additional Thoughts Posted on August, 2009
A few weeks ago, I posted Would You Fire Your Top Sales Performer. It's … [Read more...]
New Sales Managers and The Superman Syndrome Posted on August, 2009
The other day, I was having a conversation with Jeff. Jeff was a relatively … [Read more...]
Sales Management---Pieces Of The Puzzle Posted on August, 2009
The phone conversation was pretty typical: “Dave, we're starting a major … [Read more...]
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