Category: Performance

Do Our Discovery Questions Really Allow Us To Do That?
Posted on September, 2020

September 25, 2020 by David Brock 1 Comment

The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]

"Let's partner," or many variations on the theme appear in a large number of the … [Read more...]

September 18, 2020 by David Brock 1 Comment

I spend much of my time in meetings with clients and their customers. Since the … [Read more...]

The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]

September 14, 2020 by David Brock 2 Comments

So much of our training and our engagement strategies involve our talking. … [Read more...]

I was speaking with a niece who's a school teacher. She is entering the school … [Read more...]

Experience is an interesting thing. It is, sometimes, very helpful. But, too … [Read more...]

It might seem odd, particularly in these difficult economic times, to talk about … [Read more...]

Not long ago, I read an exchange about how we should talk to our customers about … [Read more...]

Our jobs, as sales people and managers, are complex and multifaceted. To … [Read more...]