Category: Leadership

Sales Management, It's About Inspecting The Process, Not Transactions
Posted on October, 2009

This article has been selected for DeFinis Communications’ “Sales Coaching: Top … [Read more...]

I wonder why we never talk much about change and change management--except when … [Read more...]

I'm continuing my barnstorming tour of Ireland and meeting with Irish Technology … [Read more...]

This week, I have the privilege of meeting with a number of Ireland's leading … [Read more...]

September 30, 2009 by David Brock 7 Comments

I was struck by a letter from Steve Ballmer yesterday. It was entitled, the New … [Read more...]

September 11, 2009 by David Brock 3 Comments

It's hard to practice what we preach. In honesty, sometimes, I want to just … [Read more...]

We all know the role of sales professionals is changing. The sales person used … [Read more...]

I'm a great fan of checklists. Using checklists means I don't have to encumber … [Read more...]

This afternoon, when the mail arrived in the office, I dropped everything. A … [Read more...]

I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]