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dave brock

Sales Training: 12 Obstacles We Must Overcome

December 16, 2009 by Dave Stein with 503 views

Back in October I delivered the keynote at SMT’s conference. I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client. Sales training is most often reactive. We ask VP of sales... [read more]

More Excuses For Not Doing The Right Thing About Sales Effectiveness

December 2, 2009 by Dave Stein with 198 views

Dave Brock wrote a terrific post about sales process. It sparked me to write about an issue that has been troubling me. I’m not going to put forward any more arguments on the subject of whether or not process important in selling. There is enough research out there—from ESR, from other research firms, and a there is a wheelbarrow full... [read more]

September 2009 Carnival of Trust: Nine ways of looking at trust

September 14, 2009 by jmcaddell with 130 views

This post is part of Charles Green’s Carnival of Trust, a monthly review of blog entries discussing elements of trust in relationships among people and companies. Thanks to Charlie for inviting me to host this month’s Carnival. What is trust? Or, more directly, what are the conditions for trust to be present, between a customer and a... [read more]

It All Starts With The Customer

September 14, 2009 by Niall Devitt with 233 views

Btb Guest Author Dave Brock Dave will be speaking our next Sales Leadership Ireland meet up “From the Buyers Perspective” on the 28th of Sept. The other day, I was speaking with my friend, Niall Devitt. He had invited me to speak at a conference focused on the issue: It All Starts With The Customer. It seems so simple and obvious, but... [read more]

Sales Leadership, My Caveat – SHOUTS from the Trenches!

May 15, 2009 by Niall Devitt with 206 views

In case you haven’t been tuning in recently, the whole question of sales ineffectiveness was brilliantly raised by Dave Stein. It’s not just a great question for sales professionals; it’s frankly the ONLY question. Dave rightly asks “The root causes of sales ineffectiveness are clear. There is plenty of sound advice about how to... [read more]

The New Social Media (Wars)

March 26, 2009 by Dave Stein with 117 views

I’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy.  Jonathan Farrington1, Dave Brock,... [read more]

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