Category: Performance

Getting What We Want
Posted on January, 2021

Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]

We've all been taught the importance of "discovery." It's that process where we … [Read more...]

This is a bit of self indulgence, but, at the same time, an "a-ha" moment. We … [Read more...]

We set ourselves up for failure, we set our customers up for failure when we … [Read more...]

January 12, 2021 by David Brock 1 Comment

We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]

January 11, 2021 by David Brock 1 Comment

Someone has been prospecting me. I'll own up to it--normally I ignore 95% of … [Read more...]

Every day, I get a sales pitch through some channel. Often, the theme is … [Read more...]

For years, we've become accustomed to using GPS to help us get to where we are … [Read more...]

December 30, 2020 by David Brock 1 Comment

We've always been taught to "call high." We are supposed to reach "The … [Read more...]

December 23, 2020 by David Brock 1 Comment

Before continuing, I have to give credit to this phrase and important concept to … [Read more...]