I can already picture half the readers. Raising their eyebrows, perhaps rolling … [Read more...]
Author: David Brock
Why Do People Buy?
Are You Removing Roadblocks For Your People? Posted on September, 2018
I was sitting in a series of reviews. Sales people were walking through their … [Read more...]
Who Is Your Customer? Posted on September, 2018
One of the single most important concepts in marketing and sales is the "Ideal … [Read more...]
There Are No "Shortcuts" Posted on August, 2018
One would think the notions of miracle cures and short cuts to success would … [Read more...]
A Little Whining---When Will We Stop Thinking Buyers Are Stupid Posted on August, 2018
I've been away from the blog for a bit. Three continents in 10 days, sitting in … [Read more...]
What Happened To The Follow-Up? Posted on August, 2018
One of the biggest mistakes managers make is lack of follow-up. Recently, I … [Read more...]
Advice For The New Sales Manager, What You Need To Know Posted on August, 2018
Moving into the role of Sales Manager is a challenge for everyone. Most people … [Read more...]
"Let's Automate That......" Posted on August, 2018
Once again, I find myself issuing a disclaimer at the outset of a post. I'm an … [Read more...]
Gartner/CEB Sales And Marketing Conference--Special Announcement Posted on August, 2018
I rarely promote conferences and events, but I have to make an exception with … [Read more...]
Walking, Talking Product Brochures---Selling Is More Than This Posted on August, 2018
I don't know how many sales calls I observe. Over the course of years, it's … [Read more...]
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