We often get called by execs, "We've got a sales problem! We need your help," … [Read more...]
Author: David Brock
It's Never JUST A Sales Problem!
3 Behaviors That Drive Successful Sales People Posted on August, 2014
Recently, I read a HBR Post by Ryan Fuller, 3 Behaviors That Drive Successful … [Read more...]
Stalled Deals? Posted on August, 2014
We all have them, we know what they look like. They're stuck. We look at aging … [Read more...]
If You Aren't Building Value, Someone Else Is! Posted on August, 2014
Well, actually, even if you are building value, someone else still is. We win … [Read more...]
Stop Wasting Time On Forecasts! Posted on August, 2014
Over the past several weeks, I've spent a lot of time talking and corresponding … [Read more...]
We Caught 'Em, You Skin 'Em (The Saga Between Marketing And Sales -- Part 2) Posted on August, 2014
In my last post, I outlined how buying has changed. I created a case for … [Read more...]
We Caught 'Em, You Skin 'Em (The Saga Between Marketing And Sales -- Part 1) Posted on August, 2014
We’ve all heard some variation of the same story: Two hunters are in the woods, … [Read more...]
Who Is The Customer Experience For? Posted on August, 2014
The answer to this question seems obvious, the customer experience, whether it … [Read more...]
Designing The Customer Experience For Our Efficiency, Not The Customers' Posted on August, 2014
This afternoon, we had a problem with a critical tool that we use. I am … [Read more...]
"I Can Save You More Than You Are Currently Spending" And Other Stupid Sales Ploys Posted on August, 2014
We've all gotten the call, the phone rings, it's a sales person. Somewhere in … [Read more...]
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