I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]
Author: David Brock
Pipeline Games
Deciding What To Buy Is Often The Easiest Part Posted on February, 2014
As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
Customers Lie, And They Are Stupid Too! Posted on February, 2014
There are not many things that cause me to come unglued. But there are two that … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]
Automation And Customer Intimacy Posted on February, 2014
Some years ago, there was a lot of discussion about Customer Intimacy-----no, … [Read more...]
Your Call Is Important To Us..... Posted on February, 2014
I'm a current customer. I want to buy something from you, it will increase the … [Read more...]
"I Need To Hire A Rainmaker!" Posted on February, 2014
A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [Read more...]
80% Of Our Revenue Comes From....... Posted on January, 2014
Data is powerful. We're all enamored with analytics and what they can tell us … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
What's Your Customer Ready To Do? Posted on January, 2014
I read an interesting post last week. It focused on the importance for sales … [Read more...]
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