50% of sales people failed to achieve their quotas last year. We all faced … [Read more...]
Tag: Sales Training
Succeeding, Winning, Exceeding Expectations---And Accomplishing Remarkable Things!
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [Read more...]
Are We Building Our Sales People's Leadership Capabilities? Posted on April, 2011
More and more the thought of a sales person as an "individual contributor" or … [Read more...]
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
The Sales Call Posted on March, 2011
I'm at my desk, the phone rings, I answer, "Hello, this is Dave Brock." At … [Read more...]
Sales Professional 3.0 Posted on March, 2011
Okay, okay, I know the title of this post will shock many of my regular … [Read more...]
Coaching And Being Coached Posted on November, 2010
The whole topic of coaching stirs up a lot of controversy and misunderstanding. … [Read more...]
Forecast Fatale Posted on October, 2010
"The day was gray and wet in the city that seldom buys." Not what I expected as … [Read more...]
Five Questions Revisited Posted on October, 2010
The other day, I wrote about how my manager coached and trained me to be a … [Read more...]
Five Questions Posted on October, 2010
When I started my career in sales, I had the privilege of getting some of the … [Read more...]