I really appreciate sales people who bring us new insights about things … [Read more...]
Author: David Brock
Please Stop Insisting We Have A Problem
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
We'll Fix Performance Problems In The Commission Plan! Posted on May, 2016
I'm amazed by the number of calls I for advice on compensation and commission … [Read more...]
When Numbers Lie Posted on May, 2016
I was conducting a series of reviews with a team of sales executives. They were … [Read more...]
Fallacies In Our Thinking About A, B, And C Players Posted on May, 2016
Management and sales management literature is filled with endless discussions … [Read more...]
Losing Your Highest Performing Salesperson! Posted on May, 2016
No one wants to lose their highest performing sales people. Ideally, we do … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
There Are No Cliff Notes To Success Posted on May, 2016
I'm ashamed to admit it, but at one time, I was addicted to Cliff Notes. … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Don't Disadvantage Yourself In Your Deal Strategy Posted on May, 2016
You've invested time in qualifying your deal. Now you want to move the customer … [Read more...]
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