Any sales professional worth her salt knows to "follow the money." … [Read more...]
Author: David Brock
Following The Money
Customer Experience, "Being Managed Or Handled" Posted on March, 2013
Every organization has (or should have) a process for "managing" customer … [Read more...]
Avoiding Simple Posted on March, 2013
It seems to be part of human nature to make things more complicated than they … [Read more...]
Lean Sales And Marketing--"Every Activity Has A Context" Posted on March, 2013
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Love The Insight, I'll Write A RFP! Posted on March, 2013
The good news, we've engaged our customers with stunning insights. You've … [Read more...]
Social Media Versus The Traditionalists Posted on February, 2013
I was reading a very good post at OpenView Labs site, Can Social Prospecting … [Read more...]
Do You Have Enough Confidence To Listen To Your Customer? Posted on February, 2013
I think too many sales people lack confidence! Listen to them on sales calls, … [Read more...]
Stop Basing Your Probability Of Winning Based On Where You Are In The Pipeline! Posted on February, 2013
Yeah, yeah, we all know it's how we've "always" forecasted probability and … [Read more...]
Social Business Is Not About Technology! Posted on February, 2013
It's hard not to be drawn into a conversation about Social Business. Everyone … [Read more...]
Sales Operations--Under Appreciated Resource For Sales Effectiveness Posted on February, 2013
Sales Operations has a different meaning for every organization. In some … [Read more...]
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