BizSugar.com › User › dabrock › Upcoming

About a week ago, I participated in a conversation with a group of frustrated sales executives.  Each was facing tremendous challenges in their businesses, Read More

One of the nice things about sales people is we have tremendous passion about whatever it is we sell. We believe in our products, we cannot imagine anyone not being as enthusiastic as we are–or selecting an alternative solution. It’s impossible to imagine a sales person being successful without Read More

However, we are not alone in our responsibility and accountability to perform at the highest levels possible. Our direct managers are responsible and accountable for our performance, and leadership all the way up the food chain is accountable for assuring the performance of each individual, team, a Read More

I know you think I make these stories up, they are so preposterous, they can only be fiction! Well, I wish I were that creative (I’d start writing a novel), but I’m simply not smart enough to make this stuff up. Read More

Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader’s Best Friend. It inspired this post–it’s been something I’ve spoken about often, but never written about.

Much has been written about questioning and it’s importance, particularly in the discovery phase of the sales process. Read More

Everything in business has changed. I see few functions in any organization that are doing the same things they did 10-15 years ago. Engineering and development has changed, manufacturing has changed, customer service has changed, procurement and sourcing have changed, finance and administration ha Read More

I've always focused my time on finding customers that are interested in my solutions, who want to make a change, and who are willing to invest money in achieving the results they expect. That's a fundamental principle in qualifying. It's always seemed to be very important--I don't want to waste the Read More

Research indicates that buyers aren't engaging sales people until they are 60-70% through their sales process. Rightfully, the argument is that sales people must change--dramatically! Absolutely, no doubt........... duhhhhh. Read More

We are seeing much of the same thing with the new buyers. As with many of us dealing with doctors, the new buyer doesn't want to see a sales person--for many of the same reasons, the experience may not be very good. Some data indicates that buyers can complete 60-70 percent of their buying process Read More

There's a lot of talk about mobility--yes, technology helps us tremendously. But mobility is more about how we work and live. It's more about a frame of mind in how we connect, communicate, collaborate, and innovate. It's the new business life style. Read More