Category: Leadership

Sending Your Sales People Out Naked, The Problem With "Challenger Selling"
Posted on December, 2011

Over the past month or so, there's been a huge amount of conversation about … [Read more...]

In this week's post on performance metrics, I'll take a step back. Rather than … [Read more...]

November 27, 2011 by David Brock 2 Comments

Having a differentiated value proposition, creating value for your customers is … [Read more...]

I work with dozens of organizations and hundreds to thousands of business … [Read more...]

November 20, 2011 by David Brock 2 Comments

Pardon my awkward paraphrasing of the famous "Yes Virginia, There Is A Santa … [Read more...]

I'm shifting gears a little, today I'm focusing on a key sales management … [Read more...]

The other day, someone called me. He wanted to pick my brain (feeble pickings) … [Read more...]

November 9, 2011 by David Brock 1 Comment

Trust is the cornerstone in developing healthy relationships,whether they be … [Read more...]

Do you have a plan? Do you have a plan for winning this deal? Do you know … [Read more...]

I had a great conversation with a remarkable executive the other day. We were … [Read more...]