It was one of those big opportunities. It would make or break the following … [Read more...]
Author: David Brock
How Interested In Your Customer Are You?
Changing "Sales Habits" Posted on May, 2019
We know how difficult it is to change our personal habits. For example, at the … [Read more...]
Driven To Distraction---"Love The One You're With" Posted on May, 2019
In November, 1970, Stephen Stills released his hit single, "Love The One You're … [Read more...]
A Day In The Lives Of Our Customers Posted on May, 2019
What does a day in the life of your typical customer look like? What's it like … [Read more...]
Beating The Competition! Posted on May, 2019
We are obsessed with our competitors. We develop all sorts of content and … [Read more...]
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
Sales Management Is Really About Enablement Posted on April, 2019
For the sales enablement professionals reading this, this is not about you, … [Read more...]
Fear Of Failure Posted on April, 2019
As sales people and leaders, we have an interesting relationship with … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Device Attention Disorder Posted on April, 2019
I was backing out of a parking space. All of a sudden, the car starts beeping … [Read more...]
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