Category: Performance

Calling On the People We Always Call On....
Posted on February, 2014

February 19, 2014 by David Brock

I spend a lot of time doing deal reviews. A critical part of each review is … [Read more...]

February 17, 2014 by David Brock

As sales people and managers, we are often obsessed with the "numbers." There … [Read more...]

February 15, 2014 by David Brock

Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]

February 13, 2014 by David Brock

It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]

February 11, 2014 by David Brock

Recently, someone wrote me saying: "I have absolutely no idea how you have … [Read more...]

February 9, 2014 by David Brock

I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]

February 4, 2014 by David Brock

I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]

February 4, 2014 by David Brock

Some years ago, there was a lot of discussion about Customer Intimacy-----no, … [Read more...]

February 3, 2014 by David Brock

I'm a current customer. I want to buy something from you, it will increase the … [Read more...]

February 3, 2014 by David Brock

A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [Read more...]