I'm a huge fan of high velocity outbound calls --- at least when done well. … [Read more...]
Author: David Brock
High Velocity Prospecting
Inbound Works---Until It Doesn't Posted on April, 2016
I'm a great fan of inbound marketing/demand gen approaches. What sales person … [Read more...]
Complex Or Simple Buying Process Posted on April, 2016
Over the past few months, I've been reviewing a lot of my thinking about … [Read more...]
Rethinking The Sales Organization Posted on April, 2016
In the "old days" the structure of the sales organization was pretty simple. … [Read more...]
We Don't Need No Stinkin Sales People! Posted on April, 2016
I'm amazed by the number of CEO's I speak with that don't want to have sales … [Read more...]
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
Tag, You're It! Posted on April, 2016
All of us probably remember a game from our childhoods, "Tag." One person would … [Read more...]
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
Do Your Sales People Understand The Objective Of Your Content? Posted on April, 2016
The other day, I downloaded an outstanding market research study. It was … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
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