Category: Performance

Is Prospecting Really The Toughest Thing In Sales?
Posted on October, 2020

Was just reading yet another post with "market data" declaring prospecting the … [Read more...]

I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]

I was talking to Amy. "Dave," she said, "Your posts aren't optimized For … [Read more...]

"Sales is all about people!" It's been one of those throw away terms all of us … [Read more...]

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...]