We know our solutions have to create value for our customers. The challenge, … [Read more...]
Author: David Brock
What's Important To Your Customer?
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
On Measuring Sales Performance Posted on August, 2020
It's becoming increasingly complicated to measure sales … [Read more...]
Are You Engaging The Real Customers? Posted on July, 2020
I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
It's Not Always About The Deal Posted on July, 2020
One of the things I see too many sales people doing is focusing only on the … [Read more...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
Systems Of Alignment Posted on July, 2020
As we reflect on the process of getting things done in business, one of the most … [Read more...]
Raising My Game Posted on July, 2020
I find myself, increasingly, writing posts about the terrible state of practice … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
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