Category: Performance

Don't Focus On Sales Velocity, Focus On Buying Velocity!
Posted on September, 2015

September 8, 2015 by David Brock 2 Comments

We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]

September 4, 2015 by David Brock 5 Comments

Hopefully, there is an enterprising entrepreneur who will read this post and do … [Read more...]

I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]

The other day I was speaking to a large group of sales people. Many were very … [Read more...]

Actually, this might be applicable to virtually any professional article or book … [Read more...]

Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]

As a young sales person, I must have really frustrated my managers. I was … [Read more...]

I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]

You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]

All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]