Category: Performance

It's Not The Commitments We Make, It's Those That We Keep
Posted on October, 2012

Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]

Continually learning and improving our skills is critical, regardless of how … [Read more...]

My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]

September 29, 2012 by David Brock 4 Comments

A False Positive is a term used in medicine. Imagine some sort of test that … [Read more...]

September 27, 2012 by David Brock 5 Comments

Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm … [Read more...]

September 26, 2012 by David Brock 3 Comments

Yeah, I know, I know. Many readers will react to this title with responses … [Read more...]

September 24, 2012 by David Brock 3 Comments

Sales people don't like the routine! We do different things every day. Each … [Read more...]

September 17, 2012 by David Brock 8 Comments

A sales person's job is to sell--nothing surprising. More and more, however, it … [Read more...]

September 12, 2012 by David Brock 2 Comments

We have a rich array of products and solutions to offer our customers. There … [Read more...]

I talk about the importance of "focusing on your sweet spot," a lot, often … [Read more...]