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Everyday, at least one copy of the following email arrives in my junk mail folder. It is never addressed to me, though my email address is widely available. It's always addressed to other employees in my company: Mr. Info@... or Ms. Contact_Me@... or Ms. Enroll@... never one addressed to dabrock@.. Read More
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As salespeople we often don’t hear praise from our clients.

Have you ever thought about praising someone who sells to you? Why not try it? Read More
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Leveraging events is key to success in sales, but runs the risk of rendering a sales person to being reactive. As a proactive sales professional, you need to look at how to make thing happen not just wait for them to. Read More
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The real gap is always between the value you create and your price, not your price and your competitor’s price. Read More
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In April, OgilvyOne announced their World's Greatest Salesperson contest. I wrote a blog post, The World's Greatest Salesperson, that generated a huge amount of controversy, discussion, a number of blog posts on other sites. We were all in an uproar about OgilvyOne's position on characteristics of Read More
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Gatekeepers are a pain in the you know what.
All you want to do is talk to the right person in a company because you know that if you do you will be able to convince them that your offering is the best, except every time you call, you are blocked by the dreaded gatekeeper. Read More
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As a preface, at this time of the year, we all have a tendency to reflect a little. It's a chance to look back at the year and think a little about what has happened and to begin to establish plans to go forward. Over the past couple of days, I've been thinking about how privileged I am. Over the p Read More
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There are numerous studies that have been done that show that people with a positive attitude will do better than those that don’t. Here is how to stay positive. Read More
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By now you’ve probably seen the statistic from CSO Insights that shows 48% of sales people missed their quota in 2009.

The percentage of sales people missing their number increased over 2008. Now I, for one, would not be surprised if this number actually increases in 2010 even though the economy Read More
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With sales targets to hit & seasonal bonuses coming up, we all want the best sales figures. When we work for a company we have belief in the product or service. We believe ours is the best out there and customers would be mad not to buy! Read More
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