The question, "Why Does This Happen," and its variants ("What causes this to … [Read more...]
Author: David Brock
"Why Does This Happen?"
Shifting From "I Have To..." To "I Get Too..." Posted on May, 2022
Recently, I was having a conversation with an outstanding sales leader and … [Read more...]
Lead Follow-up Malpractice Posted on May, 2022
Everyone struggles to generate leads. We struggle to provoke interest, to … [Read more...]
We Must Take A First Step! Posted on May, 2022
Yesterday, we were shocked to hear about yet another shooting. This time, at an … [Read more...]
Finding The "Music" Between The Notes..... Posted on May, 2022
Some years ago, my father was mentoring a young man. My father was in his late … [Read more...]
Unintended Consequences, Games Sellers Play... Posted on May, 2022
Too often, in trying to "manage performance," we put in place rules, policies, … [Read more...]
Buying Is Broken! What's This Mean For Selling? Posted on May, 2022
Report after report tell us that buyers are failing in their mission to solve a … [Read more...]
Managers, Our People Are Our Customers Posted on May, 2022
What if we applied the principles of high impact, value creating selling to our … [Read more...]
The Prospecting Call(s) Posted on May, 2022
The phone rang, I absently picked it up, thinking it was another call that was … [Read more...]
So Now You Are A New Sales Manager, What’s Different? Posted on May, 2022
First, congratulations, your first job as a sales manager is a huge step forward … [Read more...]
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