The role of the sales person is changing--we all know that. The way customers … [Read more...]
Author: David Brock
Sales Person As Orchestrator Or Resource Manager
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...]
The "Street Price" Is All That Counts Posted on July, 2013
Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in … [Read more...]
If The Customer Doesn't Want To Buy, Discounts Won't Help Posted on July, 2013
We've been working with a customer, diligently talking about their problems and … [Read more...]
Does Insight Selling Require "Scars?" Posted on July, 2013
We're supposed to bring our customers insight--opportunities they are missing, … [Read more...]
"We Don't Have The Budget" Posted on June, 2013
"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]
My Best Mentor Posted on June, 2013
I saw a post on this topic today. It caused me to pause and reflect. I've been … [Read more...]
Have You Earned A Response? Posted on June, 2013
Hopefully, every sales person is prospecting. Whether it's email campaigns, … [Read more...]
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth Posted on June, 2013
So much of the writing about lean focuses on waste reduction. That's great … [Read more...]
Tools Don't Change People Posted on June, 2013
My friend Bob Thompson made this comment on Customerthink. It's important, … [Read more...]
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