Customers struggle with buying. There's a huge amount of data indicating the … [Read more...]
Author: David Brock
The Buying Process, It Only Happens 1 Time!
Cutting Sales Expense Posted on July, 2017
Recently, I got a call. When I filter out all the prospecting calls, usually … [Read more...]
Sales Manager Enablement Posted on July, 2017
Thanks to people like Mike Kunkle, Tamara Schenk, Jason Jordan, Mike Weinberg, … [Read more...]
Teaching Sales People To Lie.... Posted on July, 2017
Just when you think you have seen the very worst prospecting email ever, you get … [Read more...]
You Get What You Measure/Compensate For! Posted on July, 2017
It's an age old adage, "You get what you measure and compensate for." If it … [Read more...]
Are We Getting Prospecting Wrong? What Is The Customer's First Impression? Posted on July, 2017
Today, most of what I hear from sales people and executives is they are … [Read more...]
Effectiveness Must Precede Efficiency Posted on July, 2017
Too often, we seem to focused on volume, velocity and activity levels, thinking … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
Leading With The Problem? Posted on July, 2017
I was involved in a twitter discussion. The following question was posed, "When … [Read more...]
Understanding Your Customer's Needs And Requirements Posted on July, 2017
In my formative years in selling, one of the key things I learned was to … [Read more...]
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