Category: Transformation

Is Your Customer Prepared For Your Sales Call?
Posted on November, 2013

Richard Ruff wrote a great article on Sales Call Planning, it provoked me to … [Read more...]

Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]

I'm often amazed by the discussions--or absence of discussions on … [Read more...]

Pipeline reviews and reporting are constant sources of contention between … [Read more...]

The phone rang, a sales person introduced himself asking, "Who's in charge of … [Read more...]

Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]

September 20, 2013 by David Brock 5 Comments

I spend most of my time with extremely experienced sales executives and … [Read more...]

September 18, 2013 by David Brock 4 Comments

Technology has extended wonderful capabilities to make us more efficient. We … [Read more...]

It's so easy to lose sight of our goals and what we are trying to achieve. We … [Read more...]

September 9, 2013 by David Brock 6 Comments

Sometimes, I think we get customer service wrong. We try to create outstanding … [Read more...]