“’We want to improve sales effectiveness!” is often the starting point of many … [Read more...]
Tag: Sales Training
We Want To Improve Sales Effectiveness.....
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
Succeeding, Winning, Exceeding Expectations---And Accomplishing Remarkable Things! Posted on April, 2011
50% of sales people failed to achieve their quotas last year. We all faced … [Read more...]
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...]