As sales people, we build the greatest value for our customers by helping them … [Read more...]
Author: David Brock
"Problem Talking" Is Not "Problem Solving"
Shifting Our Perspectives Posted on August, 2013
Sometimes I talk to frustrated sales people, "All you say is we've got to give … [Read more...]
Knowing Where Our Customers Live Posted on July, 2013
Too often, our problem as professional sales or marketing people is that we … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Can Insight Become Commoditized? Posted on July, 2013
Forgive me for thinking out loud. Insight--selling with Insight is what … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
Experiencing What Our Customers Experience Posted on July, 2013
Too often, there's a huge disconnect between our organizations and our … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
Building A Better "Social Business" Posted on July, 2013
Recently, I had the privilege of speaking with Ed Abrams, Vice President of … [Read more...]
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
- « Previous Page
- 1
- …
- 255
- 256
- 257
- 258
- 259
- …
- 357
- Next Page »