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I've been having an off line discussion on competitiveness and agressiveness in selling.   In the discussion, terms like sales is a Blood Sport,  or sales Read More

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

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

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

This morning, I was intrigued by a question on LinkedIn.  A person felt offended, a salesperson had criticized the this individual's company.  The individual Read More

A client called me up a couple of days ago with an interesting problem. They were in the closing stage of a very large deal. They had done a thoughtful job of understanding the customer business, their goals, the problems they were trying to address, and so forth. They had made a final presentation Read More

I'm a great fan of Customer Experience Design.  Unfortunately, most of the work in customer experience design tends to be focused on web design, user Read More

I just this moment learned of the passing of Mack Hanan.  Mack passed away on November 25, in New York City. I first got to know Mack through his book, Read More

Yes, I'm on that soapbox again.  There have been a number of research reports released, all highlighting the decline in sales performance.  CSO Insights, 2009 Read More

I love competing and I love winning!  Watching the Super Bowl was great, two great teams who left everything on the field.  No this is not a post about what Read More