Customers value sales people for their expertise. They want sales people to … [Read more...]
Author: David Brock
You're The Expert--Aren't You?
What Value Have You Created This Year? Posted on December, 2013
It's December, we're all caught up in a frenzy of activity---closing those … [Read more...]
The Courage To Commit And Execute Posted on December, 2013
There is never an end to the creativity of marketing and sales professionals in … [Read more...]
Observations On Dreamforce 2013 Posted on December, 2013
It's taken me a couple of weeks to sort some of my thoughts on this year's … [Read more...]
Technology Is Wonderful, But...... Posted on November, 2013
I spent much of last week at Dreamforce. Before I go on, if you've never … [Read more...]
Constructing Insight Posted on November, 2013
Thanks to my friend Brian MacIver for his brilliant phrasing on this critical … [Read more...]
"No Decision Made" Is Still A Competitive Loss Posted on November, 2013
Depending on the research you look at, "No Decision Made" has a huge impact on … [Read more...]
Sales Operations--Connecting Everything To Produce Results! Posted on November, 2013
I spend a lot of time talking about sales managers, executives, and sales … [Read more...]
Insight Without Action Is Just Idle Chatter! Posted on November, 2013
Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
Maybe It's Us That Keep Our Customers From Moving Forward Posted on November, 2013
Surely I must be a heretic suggesting it's sales people that keep our customers … [Read more...]
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