Category: Performance

Are Our Customer Conversations Substantively Different Than Internal Discussions?
Posted on November, 2018

The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]

November 29, 2018 by David Brock 4 Comments

Over the years, we've seen a lot of research, and collected our own data and … [Read more...]

I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]

Metrics are important. They provide a means of helping us understand whether we … [Read more...]

I probably should come out of the closet. I'm a pushy sales person. Perhaps … [Read more...]

November 14, 2018 by David Brock 2 Comments

Every once in a while, I like to do a jigsaw puzzle. It's nice to do in the … [Read more...]

One of the biggest mistakes sales managers and sales people make is spending too … [Read more...]

We've all been there, we've played the same games. It's about the forecast--the … [Read more...]

Recently, I was in a discussion with a great sales management team. At one … [Read more...]

The email asked me to participate in a market research survey. It was from one … [Read more...]