Within the space of 45 minutes today, I get two calls from sales people--each … [Read more...]
Author: David Brock
"Can I Give You A Quote?"
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
Good News, We Won! Bad News, We Won! Posted on April, 2013
Over the past few weeks, I've published a number of posts on pricing, value … [Read more...]
Customer Retention, Whose Job Is It Anyway? Posted on April, 2013
I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Mass Customization, Creating "Markets Of 1" Posted on April, 2013
In 1999, Joe Pine published a fascinating book, Mass Customization. It focused … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
10,000 Hours To Mastery -- Or A Good Start Posted on April, 2013
I’m a real fan of Malcolm Gladwell’s Blink. One of the most impactful parts of … [Read more...]
"How Much Does That Cost?" Posted on April, 2013
A natural question customers always ask is, "How much does that cost?" … [Read more...]
Walking Away Posted on April, 2013
My post, "But Your Price Is Too High," has spawned dozens of comments. One of … [Read more...]
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