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Posts by David Brock

The Missing Link In Sales Performance

The percent of sales people achieving their goals is appalling. David Brock explains what’s missing.

Time to Cut Your Sales Expenses?

A corporate controller recently asked me: “How do I chop sales expenses? What should the right level of sales expense be?” But was he asking the right “cost of sales” questions?

Teaching Sales People to Lie?

If you don’t have the courage to reach out, honestly and openly, to people you’ve never met, you have no business being in sales.

Rethinking Technology Sales Skills and Competencies

We must equip our sales people, teams and organizations with the skills & competencies critical for the coming years. Here’s where sales leaders must start.

The Hidden Sales Productivity Drain

Do some research and analysis–measure your sales team’s time available for selling. You will probably be shocked and how low it is. David Brock explains.

Stop All This Nonsense About Value Add!

Still talking about value-add? Maybe you should talk about value creation instead. David Brock explains why.

How Sales People Can Overcome Technology Commoditization (Forever)

While our products will eventually become commoditized, what our customers face is unlikely to be commoditized. Here’s how to stay relevant.

How to Compress and Accelerate the Sales Cycle

The best way to compress our sales cycles are to help the buyer compress their buying cycle! David Brock explains how.

Future of Selling: Glass Half Full or Half Empty?

Too often, businesses focus their sales improvements on tools, automation and content. How about actually focusing on improving yours sales people?

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Inbound Sales Leads vs. Outbound Marketing: Rethink Your Assumptions

Some folks are so busy with inbound sales leads that they forget outbound marketing. That’s a big mistake. David Brock explains why.