As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Author: David Brock
Looking In The Mirror
"Let's Catch Up......" Posted on July, 2015
A couple of times a day, I skim my "Junk Mail" folder checking to see if there … [Read more...]
Letting The Customer "Opt-Out" Is Not A Nurturing Strategy Posted on July, 2015
I had an interesting, unexpected reaction to my "Stop Nurturing Me" post. An … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
What Sales People Can Learn From High Jumping Posted on July, 2015
High jumping is a fascinating metaphor for sales success, at least in my … [Read more...]
Stop Nurturing Me! Posted on July, 2015
"Nurturing" has become the big buzzword of content marketing. Everyone is … [Read more...]
Measuring Outcomes Not Activities Posted on July, 2015
We're proud of the marketing and sales metrics we have in place. I sit in … [Read more...]
Goal Alignment--A Performance Roadblock Posted on July, 2015
Too often, I sit in meetings of top executives and it seems each is speaking a … [Read more...]
Lean Sales: Cause And Effect Posted on July, 2015
x Connect via LinkedIn Subject Message Connect Whether we are … [Read more...]
Why Are They Buying---Do They Know? Posted on July, 2015
I've written, often, about the importance of understanding why our customers are … [Read more...]
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