Execution Archives - Page 123 of 153 - Partners in EXCELLENCE

Tag: Execution

Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted
Posted on November, 2012

November 13, 2012 by David Brock 3 Comments

I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]

There are hundreds of new books on selling published every year. To be honest, … [Read more...]

November 5, 2012 by David Brock 1 Comment

The scene gets played over and over, literally hundreds of times every year. … [Read more...]

It seems I spend half my life in reviews--territory reviews, pipeline reviews, … [Read more...]

It was a loss review, one of those very difficult discussions after a major--and … [Read more...]

Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]

I have to admit, up front, generally I don't find books about sales … [Read more...]

Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]

So you've finally qualified a deal, you have something real to compete for, an … [Read more...]

My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]