Too often, our problem as professional sales or marketing people is that we … [Read more...]
Author: David Brock
Knowing Where Our Customers Live
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Can Insight Become Commoditized? Posted on July, 2013
Forgive me for thinking out loud. Insight--selling with Insight is what … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
Experiencing What Our Customers Experience Posted on July, 2013
Too often, there's a huge disconnect between our organizations and our … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
Building A Better "Social Business" Posted on July, 2013
Recently, I had the privilege of speaking with Ed Abrams, Vice President of … [Read more...]
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
How Will The Customer Pay For It? Posted on July, 2013
I've written before about how many opportunities we inappropriately disqualify … [Read more...]
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...]
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