Category: Performance

Performance Management Friday --- Customer Retention/Customer Attrition
Posted on November, 2011

November 24, 2011 by David Brock 2 Comments

Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]

I'm shifting gears a little, today I'm focusing on a key sales management … [Read more...]

November 16, 2011 by David Brock 2 Comments

The short answer is Yes--and--No. I sit through all sorts of conferences that … [Read more...]

The other day, someone called me. He wanted to pick my brain (feeble pickings) … [Read more...]

It's always difficult to balance our selling activities. We've got a bunch of … [Read more...]

The phone rings. I pick it up, it's a sales person from a supplier of Sales … [Read more...]

In past posts, I've talked a lot about metrics within the traditional Sales … [Read more...]

November 10, 2011 by David Brock 1 Comment

I had the privilege of participating in a fantastic roundtable at Focus.com … [Read more...]

"Selling has changed more in the past 3 years than in it's cumulative history." … [Read more...]

So this is what's happening this morning. I start the morning looking at … [Read more...]