I've written a lot about the need for new skills for sales people, the … [Read more...]
Author: David Brock
Critical Skills For Sales Leaders
Outcome Based Buying Posted on December, 2018
Regardless how we sell, our customers are trying to achieve one thing when they … [Read more...]
Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue? Posted on December, 2018
I was invited to participate in a roundtable on the topic, "Is technology … [Read more...]
What Do Icebergs Have To Do With Selling? Posted on December, 2018
Yeah, I know it's a tired analogy, but icebergs are still useful in thinking … [Read more...]
What If Every Electronic Outreach Cost $.50? Posted on December, 2018
In the "old days," (about 20-30 years ago), my VP's of marketing used to come … [Read more...]
Are Our Customer Conversations Substantively Different Than Internal Discussions? Posted on November, 2018
The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing! Posted on November, 2018
Over the years, we've seen a lot of research, and collected our own data and … [Read more...]
"We Chose The Vendor With The Most Complete Solution" Posted on November, 2018
I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]
Are "Traditional" Selling Skills Even Relevant Anymore? Posted on November, 2018
Categorize this post as "thinking out loud." I'm not sure what I think about … [Read more...]
Stopping Our Metrics Obsession! Posted on November, 2018
Metrics are important. They provide a means of helping us understand whether we … [Read more...]
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