John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
Author: David Brock
Driving "Volume," Are We Letting Form Triumph Over Substance?
How Do We Broaden Our Thinking About Our Deal Strategies? Posted on April, 2018
This morning, I was conducting a deal review with a very experienced sales … [Read more...]
Time, Our Scarcest Resource Posted on April, 2018
We all know the single thing we cannot recover is time. Once it's passed, we … [Read more...]
The "Last Mile" In Selling Posted on April, 2018
In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Our Customers Are Doing Their Homework Posted on April, 2018
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
Drowning In Information, But Where's The Knowledge Or Insight Posted on April, 2018
Those of you who know or follow me know I'm an information junkie. My Evernote … [Read more...]
Does How You Sell(Market) Represent Your Company Well? Posted on April, 2018
Customer experience is increasingly a key differentiator in acquiring and … [Read more...]
"But That's More Than We Planned To Pay!" Posted on April, 2018
Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
Speak With An End In Mind--A Guest Post From Diego Segura Posted on April, 2018
With the advent of fancy algorithms and analytics, online content is as curated … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
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