As much as sales people try to sell solutions or sell value, too often they fall … [Read more...]
Author: David Brock
Try Selling Sand
Questions We're Afraid To Ask Posted on May, 2013
We all have them, Questions We're Afraid To Ask. They're obvious, but we're … [Read more...]
Stumped Posted on May, 2013
Today, I read probably the most impactful posts I've read in months. It's … [Read more...]
On LinkedIn And Recommendations Posted on May, 2013
Perhaps, some "guru" has just published something about the importance of … [Read more...]
Doing The Right Thing, Doing Things Right Posted on May, 2013
I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
Buyers Are Self Educating, So Should Sellers! Posted on May, 2013
Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"We Aren't In Kansas Anymore, Dorothy" Posted on May, 2013
If anyone has doubts about how much professional selling is changing, download … [Read more...]
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"I Need An Excuse To Get Back Into The Customer" Posted on April, 2013
I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
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