Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
Author: David Brock
How "Sales-speak" Limits Us
On Civility Posted on January, 2019
It seems everywhere one looks, one is confronted with incivility. Virtually … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Getting By Or Getting Ahead Posted on January, 2019
Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my … [Read more...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
Learning From "Lazy" Salespeople Posted on January, 2019
"Lazy" sales people are among my favorites--let me qualify that. "Lazy" sales … [Read more...]
What's A Full Pipeline/Funnel? Posted on January, 2019
I participated in a fascinating discussion about Disqualification. It was on … [Read more...]
My Journey On Micro-Improvements Posted on January, 2019
Long time readers of the blog will know for the past 18-24 months I've been … [Read more...]
Starting At "Zero," Again..... Posted on January, 2019
Sales is about the only profession, where each fiscal year, we have the … [Read more...]
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