Differentiation is critical in helping customers select our solution over the … [Read more...]
Author: David Brock
On Differentiation
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
Hearing What We Don't Want To Hear Is Critical Posted on July, 2018
It seems, as human beings, we are increasingly less open to hearing differing … [Read more...]
The Unintended Consequences Of "Making It About The Numbers" Posted on July, 2018
I wrote, The Number Are, Well, Just Numbers. It stirred up a lot of discussion … [Read more...]
The Numbers Are, Well, Just Numbers.... Posted on July, 2018
Business people, particularly sales, are obsessed with numbers. We measure … [Read more...]
The Servant Sales Person Posted on July, 2018
Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
Can You Make A Sales Call Without Talking About Your Product? Posted on June, 2018
Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
The Decline Of Corporate Culture Posted on June, 2018
Peter Drucker once said, "Culture eats strategy for lunch...." We all know … [Read more...]
The Power Of The Discovery Process Posted on June, 2018
There are two fundamentals to maximizing your ability to win a … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
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