Category: Performance

Whose Deal Is This?
Posted on March, 2021

Who in the sales organization owns the responsibility for a deal? Who is … [Read more...]

Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]

Perhaps one of the most important capabilities/skills for sales people and … [Read more...]

February 27, 2021 by David Brock 4 Comments

I know it's heresy, but not all revenue is good revenue---particularly for … [Read more...]

I was reviewing a presentation a client was preparing for a critical customer … [Read more...]

February 22, 2021 by David Brock 1 Comment

We all have them, the "Must Win Deals," where we pull out all the stops. We do … [Read more...]

Dear Outlook, Gmail, and developers of all email systems. I have a feature … [Read more...]

Discounting has reached Pandemic levels. It used to be something we used as a … [Read more...]

February 17, 2021 by David Brock 4 Comments

You are probably shocked. "Dave doesn't write about this stuff, he usually … [Read more...]

Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]