A few days ago, I had a great discussion with a reader who had just finished … [Read more...]
Author: David Brock
Your Coaching Discussions Always Have A Context
What's The Most Important Customer Question Sales People Probably Can't Answer? Posted on June, 2016
We equip our sales teams with the ability to answer any question customers might … [Read more...]
Sales Leadership Dysfunctions--Sales Need Clarity And Direction Posted on June, 2016
Not long ago, Mike Weinberg wrote a brilliant article about this, identifying 8 … [Read more...]
"We Really Don't Care About Revenue" Posted on June, 2016
I don't know any successful business leader (in either the for profit or not for … [Read more...]
Shepherding Our Customers Through The Buying Journey Posted on June, 2016
Over the past several months, Hank Barnes and I have had periodic discussions … [Read more...]
Sales Leadership Dysfunctions -- Anti Sales Attitudes Posted on June, 2016
My friend, Mike Weinberg, has been one of the most consistent and vocal … [Read more...]
"Our Product Is Better Than Theirs" -- A Losing Strategy Posted on June, 2016
The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
Burying Our Heads In The Sand Posted on June, 2016
Nobody likes to admit they have a problem. I suppose it's human nature, or at … [Read more...]
All Your Help Is Killing Me!! Posted on June, 2016
Over the past years, sales people have become a prime target for "help." It's … [Read more...]
Bits And Pieces---June 5, 2016 Posted on June, 2016
The past couple of weeks, I've pretty much focused on the launch of Sales … [Read more...]
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