Category: Performance

Doing What It Takes, Figuring It Out
Posted on February, 2012

I had a conversation with an interesting individual today. It was a fascinating … [Read more...]

Sales management is one of the toughest jobs around---particularly that of the … [Read more...]

January 30, 2012 by David Brock 1 Comment

One of the things I love the most about sales people is the eternal optimism. … [Read more...]

I've got a terrible confession to make. I cheat. I don't want to play fair and … [Read more...]

I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]

Sales people are notoriously bad at writing things down and documenting things. … [Read more...]

Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]

I'm taking a bit of a departure from some of the "rules" I have established for … [Read more...]

Over the past few months, I've been involved in a lot of discussions on sales … [Read more...]

January 14, 2012 by David Brock 1 Comment

Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]