Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
Author: David Brock
Do You Understand Your Differentiation, Does Your Customer?
CRM And Oysters Posted on April, 2013
I'm at Gerhard Gschwandtner's and Selling Power's Sales 2.0 Conference in San … [Read more...]
Don't Confuse Buying And Selling! Posted on April, 2013
I feel like I'm about to emulate the famous Gordon Gecko speech in the movie, … [Read more...]
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
Do We Really Understand Value? Posted on April, 2013
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
"But Your Price Is Too High" Posted on April, 2013
It's the customer's moral and business obligation to always challenge you with, … [Read more...]
You're Making The Number, But Are You Achieving Your Potential Posted on March, 2013
I'm an unapologetic believer in the concept, "It's your God-given right to 100% … [Read more...]
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
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