I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Author: David Brock
How Will The Customer Pay For It?
Turning Your Value Prop Upside Down Posted on July, 2013
We're all proud of our value propositions! We feature them in our web sites, … [Read more...]
Pipeline Stench Posted on July, 2013
Here's an idea for some clever software entrepreneur, add "smell" to pipeline … [Read more...]
Insight, Change, And Value Posted on July, 2013
I've been writing a lot about Insight recently. In the course of the posts, … [Read more...]
Insight, Co-Creation, De-commoditization Posted on July, 2013
Let's face it! When we wash away all the hyperbole, so many of our products, … [Read more...]
Insight,Co-Creation, And Value Posted on July, 2013
I wanted to expand on my post, Insight And Co-Creation, and much of my writing … [Read more...]
Insight And Co-Creation Posted on July, 2013
Yesterday, I was talking to one of the smartest sales executives I've ever met. … [Read more...]
What Do The Numbers Mean? Posted on July, 2013
Sales professionals are very "numbers" focused. Where are we on quota … [Read more...]
Sales Person As Orchestrator Or Resource Manager Posted on July, 2013
The role of the sales person is changing--we all know that. The way customers … [Read more...]
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
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