Category: Transformation

Sometimes The Customer Just Needs To Decide!
Posted on February, 2012

February 24, 2012 by David Brock 3 Comments

I was reviewing a sales situation with a client earlier today. The sales person … [Read more...]

February 16, 2012 by David Brock 4 Comments

Some of you reading the title will say, "Dave's really gone off the deep end … [Read more...]

February 15, 2012 by David Brock 5 Comments

My post yesterday, The Secret To Sales Success, stirred up a twitter discussion … [Read more...]

The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]

February 1, 2012 by David Brock 1 Comment

"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]

I've written quite a bit about Challenger Selling and it's many related … [Read more...]

I've been writing a lot about changing the conversation, about challenging our … [Read more...]

There is an interesting discussion on Focus on transforming sales organizations … [Read more...]

Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]

As we put together our strategies for the New Year, most of our focus will be on … [Read more...]