I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Author: David Brock
"Herding Customers" Through Complex Buying Processes
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
What's More Important, Experience Or Experiences Posted on August, 2015
The other day I was speaking to a large group of sales people. Many were very … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
Getting Things Done Though Our People Posted on August, 2015
Perhaps the most difficult thing to recognize in moving from an individual … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Perfect Prospecting Posted on August, 2015
Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
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