All of us, me included, tend to think of our organizations as mixes of A, B, C … [Read more...]
Author: David Brock
What If We Start Designing Our Organizations For "A Players" Only?
We Don't Drive Performance By "Grading On The Curve" Posted on December, 2017
Recently, I wrote, "Behind Ever C Player, There's A......." One of my most … [Read more...]
"Behind Every C Player, There's A ........" Posted on December, 2017
There's the old saying, "Behind every great individual is a great [Insert … [Read more...]
"What Would You Like To Know Most About _________?" Posted on December, 2017
Recently, I read an article entitled, "The One Key Question You Must Always Ask … [Read more...]
Settling For Non-Performance Posted on December, 2017
How often do we settle for non performance? Recently, I was speaking with a … [Read more...]
If People Buy From People, Why Are We Racing In The Opposite Direction? Posted on December, 2017
In complex B2B buying, I believe the old maxim, "People buy from people," is … [Read more...]
On Harassment Posted on December, 2017
For the last couple of months, as more and more cases of harassment are … [Read more...]
It's Not How Well You Sell, It's How Well You Can Get Your People To Sell! Posted on December, 2017
I'm constantly amazed by the mistaken view too many sales managers have about … [Read more...]
Are You Coachable? Posted on December, 2017
Being coachable, whether you are a top executive, a middle manager, a front line … [Read more...]
Secret Sales Hack---Fewer Conversations! Posted on November, 2017
In a sales world that seems to be dominated by ever increasing volume, it's … [Read more...]
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