Category: Transformation

A Different Take On Challenging Conversations
Posted on January, 2012

I've been writing a lot about changing the conversation, about challenging our … [Read more...]

There is an interesting discussion on Focus on transforming sales organizations … [Read more...]

Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]

As we put together our strategies for the New Year, most of our focus will be on … [Read more...]

December 27, 2011 by David Brock 2 Comments

As sales people, we work with customers every day. We see them, we're in their … [Read more...]

December 22, 2011 by David Brock 7 Comments

We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]

What do we talk to our customers and prospects about? To me, the answer is … [Read more...]

December 15, 2011 by David Brock 3 Comments

As we finish the year and get ready for next year, it's time to look at our … [Read more...]

December 13, 2011 by David Brock 9 Comments

I can already hear the distress from product managers and product marketing … [Read more...]

December 12, 2011 by David Brock 4 Comments

Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]