Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
Author: David Brock
Confusing Wants And Needs
How About Trying What Works? Posted on April, 2014
I have to confess to being a little lazy. Let me explain, I work very hard, I … [Read more...]
Working Hard Posted on April, 2014
I meet thousands of sales people a year. Most of them really care about the job … [Read more...]
How Do They Buy? Posted on April, 2014
I write constantly about the buying process, understanding how customers buy, … [Read more...]
Proving That Math Works Posted on April, 2014
Every week I sit in reviews of all types. It may be a corporation or start-up's … [Read more...]
Beginning, Finishing, The Space In Between Posted on April, 2014
Yesterday I had the privilege of spending a day with the founding team of one of … [Read more...]
Salesperson As Entrepreneur Posted on April, 2014
When you think about it, sales people have an awesome amount of freedom--but … [Read more...]
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Why Do You Sell? Posted on April, 2014
The other day I was having a conversation with someone. He asked a very … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
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