I recently wrote about Teaching Our Customers To Buy. In the article I … [Read more...]
Author: David Brock
Teaching Our Customers To Sell
Prognostications And Wild Ass Guesses For 2015 Posted on October, 2014
We're officially into the fourth calendar quarter of the year. It's the time … [Read more...]
Teaching Our Customers To Buy Posted on October, 2014
By now, at least if you've been reading the literature on selling, we know the … [Read more...]
"Dear Occupant Or Current Resident...." More Horrible Prospecting Posted on October, 2014
I've decided to write a periodic series about bad prospecting letters. Every … [Read more...]
Finding Time For The Decisionmakers Posted on October, 2014
I wrote, Finding The Decisionmaker, discussing the consensus buying process and … [Read more...]
Finding The Decisionmaker Posted on October, 2014
We want to focus our sales strategies on the Decision-maker. Some have referred … [Read more...]
"I Have To Speak To You In Bullet Points......." Posted on October, 2014
Understanding our customers' behavioral styles is critical to our effectiveness … [Read more...]
Why, How, Who, When, And What Posted on October, 2014
There's a huge difference between what our customers go through to buy and what … [Read more...]
Dreamforce By The Numbers Posted on October, 2014
Dreamforce is an incredible event. In addition to being probably the largest … [Read more...]
The Complete Sales Professional Posted on October, 2014
Dreamforce is coming up next week. As a result, I've been inundated with … [Read more...]
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