In the past 6+ months, the world has turned upside down. We have never faced … [Read more...]
Author: David Brock
The "Silver Lining" Behind What We Are Experiencing
Is Prospecting Really The Toughest Thing In Sales? Posted on October, 2020
Was just reading yet another post with "market data" declaring prospecting the … [Read more...]
Who Are You Learning From? Posted on October, 2020
Yeah, I know I'm dating myself, but I'd like to paraphrase a line from the 1980 … [Read more...]
What Do I Do With The Answers To These Questions? Posted on October, 2020
I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]
What Is The Customer Completing In Their Buying Journey? Posted on October, 2020
Right now, open up your CRM system. Go to the opportunity tab, look at your … [Read more...]
The LinkedIn Algorithm Posted on October, 2020
I was talking to Amy. "Dave," she said, "Your posts aren't optimized For … [Read more...]
Are You Solving For Your Customers' "Feeling" Posted on October, 2020
"Sales is all about people!" It's been one of those throw away terms all of us … [Read more...]
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
"Let's Partner!" Posted on September, 2020
"Let's partner," or many variations on the theme appear in a large number of the … [Read more...]
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