Continuing my series of posts on the things we thought we understood about … [Read more...]
Author: David Brock
The Selling Process--Yep, That Again
"Selling Would Be So Great If It Weren't For Those Friggin Customers!" Posted on September, 2022
I'm stunned by how many sellers hate their customers! Sit and talk with a group … [Read more...]
Discovery, It Isn't All About Us Posted on September, 2022
Continuing my series on selling skills we thought we knew but really don't … [Read more...]
Do More, Do Better, Do Differently.... Posted on September, 2022
We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
Having Sales Conversations..... Posted on September, 2022
Imagine, you are sitting at an airport, on a plane, perhaps in a Starbucks, or … [Read more...]
Meeting And Call Planning, Getting The Most Out Of Each Meeting Posted on September, 2022
I've been revisiting a lot of selling basics. We take for granted that people, … [Read more...]
Qualifying, A Primer Posted on September, 2022
I've been writing a series of posts about selling basics. Too often, we take … [Read more...]
Do We Want To Eliminate Objections Posted on September, 2022
I've seen a series of posts offering tricks and techniques to eliminating … [Read more...]
Why Does Our Sales Engagement Look More Like Eating At A Cafeteria, Than Fine Dining Posted on September, 2022
I read a fascinating study from GTM Partners. One of the observations was, … [Read more...]
A Forecasting Tutorial Posted on September, 2022
It was surprising to see the reactions to my post, Pipeline, Tutorial. … [Read more...]
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