As sales people, we are always concerned with out time. We can't afford to … [Read more...]
Author: David Brock
Are You Worth Your Customer's Time?
Belief And Confidence, Critical For Sales Success Posted on August, 2013
To be successful as sales professionals we have to believe in ourselves. We … [Read more...]
"Procurement Needs To Bring More To The Table Than Discounts" Posted on August, 2013
I can hear the cheers already, every sales professional reading this will … [Read more...]
Is Added Value Really Value Add? Posted on August, 2013
Added Value has always been an important idea in at least my sales career. It … [Read more...]
Do You Really Know Your Sweet Spot? Posted on August, 2013
Maximizing sales success, market penetration, and growth requires knowing your … [Read more...]
Insight Is Not The End, It's The Beginning Posted on August, 2013
There has been so much good discussion on Insight over the past few years. … [Read more...]
What Do Reductionism And Machine Design Have To Do With Selling And Buying? Posted on August, 2013
It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
Knowing More Than Our Customers Posted on August, 2013
I get disturbed by much of the hyperbole around Insight Selling and Teaching Our … [Read more...]
The Essence Of Selling Posted on August, 2013
A thoughtful commenter recently started a comment with, "The essence of … [Read more...]
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
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