Category: Leadership

Performance Management Friday -- Abandoned Deals
Posted on January, 2012

Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]

There has been an important revolution in marketing thinking over the past … [Read more...]

Over the past few months, I've been involved in a lot of discussions on sales … [Read more...]

January 14, 2012 by David Brock 1 Comment

Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]

Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]

I've been reading a number of different posts on the topic of "Who Should We Be … [Read more...]

It's the end of the year. The New Year often represent a time for a fresh … [Read more...]

December 23, 2011 by David Brock 2 Comments

I've been writing this series of posts on metrics, and how sales people and … [Read more...]

December 11, 2011 by David Brock 3 Comments

I've been writing a lot about the importance of sales people challenging their … [Read more...]

A colleague, someone who's been at the top of his game in sales training for … [Read more...]