Too often, we seem to focused on volume, velocity and activity levels, thinking … [Read more...]
Author: David Brock
Effectiveness Must Precede Efficiency
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...]
The Arrogance Of "Creating Value For The Customer" Posted on July, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of … [Read more...]
Cold Calling, Alive And Kicking! Posted on July, 2017
Cold calling is alive---at least when you look at the number of posts … [Read more...]
Turn Up The Volume, I Can't Hear You! Posted on July, 2017
It seems we've become consumed by volume! Just look at the so many of the blog … [Read more...]
Rethinking Sales Skills And Competencies Posted on June, 2017
Wayne Gretzky has the famous quote describing why he is an all time top … [Read more...]
Stop All This Nonsense About Value Add! Posted on June, 2017
There's a fascinating discussion about the various dimensions of "value" driven … [Read more...]
Sales Managers Need Coaching And Development Too! Posted on June, 2017
Virtually everything one reads about driving sales performance and productivity … [Read more...]
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