Things are so much easier when they are black or white, when there is a "right … [Read more...]
Author: David Brock
Dealing With Ambiguity
Don't Get Distracted By The Numbers Posted on July, 2014
As sales professionals, we're obsessed with the "numbers." Where are we year to … [Read more...]
Closing The Gap--Achieving Our Goals! Posted on July, 2014
We're well into the second half now. The first half is behind us, many are … [Read more...]
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
The Trial Posted on July, 2014
For the salacious readers, no this isn't a post gossiping on the courtroom … [Read more...]
Surprise!!! Posted on July, 2014
Surprise!!! It may be fun for a birthday party, but it's never fun in sales. … [Read more...]
The Questions We Are Afraid To Ask Posted on July, 2014
I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
The Problem With Turnover Posted on July, 2014
Before my non-US followers get in an uproar, I'm not talking about the revenue … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
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