A while back I was involved in a discussion about performance. For some reason, … [Read more...]
Author: David Brock
Whose Performance Problem Is It?
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Sales Manager Or Sales Person? Posted on June, 2015
Sales manager, or sales person----choose, you can only be one! While it seems … [Read more...]
When's The Last Time You Visited A Customer? Posted on June, 2015
One of the most fun things I get to do is spend time with sales people calling … [Read more...]
Stop Making Sales People Look Stupid! Posted on June, 2015
Would you willingly make 10,20, 30 prospecting calls a day if you knew the … [Read more...]
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