Category: Performance

Surrendering Your Business Strategy To Your Sales People
Posted on May, 2016

May 16, 2016 by David Brock

Do you want your sales people defining your business strategy? As good as they … [Read more...]

May 13, 2016 by David Brock

I really appreciate sales people who bring us new insights about things … [Read more...]

May 10, 2016 by David Brock

I was conducting a series of reviews with a team of sales executives. They were … [Read more...]

May 5, 2016 by David Brock

Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]

May 4, 2016 by David Brock

I'm ashamed to admit it, but at one time, I was addicted to Cliff Notes. … [Read more...]

May 3, 2016 by David Brock

Over the past weeks, I've been participating in a number of quarterly … [Read more...]

May 2, 2016 by David Brock

You've invested time in qualifying your deal. Now you want to move the customer … [Read more...]

April 29, 2016 by David Brock

I'm a huge fan of high velocity outbound calls --- at least when done well. … [Read more...]

April 27, 2016 by David Brock

I'm a great fan of inbound marketing/demand gen approaches. What sales person … [Read more...]

April 20, 2016 by David Brock

I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]