Category: Performance

Never Ask A Question If You Don't Know The Answer
Posted on January, 2011

There's the common saying in court room proceedings that a lawyer should never … [Read more...]

I've been reading a lot of opinions about sales people blogging--many favoring … [Read more...]

January 11, 2011 by David Brock 1 Comment

I really don't mean this to be a New Year's resolution piece, though the title … [Read more...]

Sales managers have to balance a number of, potentially contradictory, issues in … [Read more...]

I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of … [Read more...]

I was having coffee with the COO of a large organization a few weeks ago. We … [Read more...]

December 21, 2010 by David Brock 1 Comment

I had an interesting email exchange the other day. Someone had read many of my … [Read more...]

December 17, 2010 by David Brock 5 Comments

Sales professionals get paid and measured on the products and services they … [Read more...]

December 16, 2010 by David Brock 9 Comments

"Tis the season to be talking about the "Death Of Sales." which I'll shamelessly … [Read more...]

As I was hanging up on a call with a new prospect today, the prospect said … [Read more...]