In the latest issue of the Harvard Business Review, the folks at the Conference … [Read more...]
Author: David Brock
"The End Of Solutions Sales"
Lean Sales And Marketing --- Making Workflow Visible Posted on July, 2012
First, I have to credit my friend Jack Malcolm as the inspiration for this … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Managing Complexity Posted on July, 2012
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
The Almost Perfect Sales Management Article Posted on July, 2012
The other day, I read, The Science Of Building A Scalable Sales Team, by Mark … [Read more...]
Technology Is No Substitute For Thinking Posted on July, 2012
There are a lot of great technologies that can become indispensable to sales … [Read more...]
Lean Sales And Marketing --- The Role Of The Manager Posted on July, 2012
Managers play a critical role in the lean sales and marketing organization. … [Read more...]
If It's Common Sense, Why Isn't It Common Practice? Posted on July, 2012
I was having coffee with a close friend, @francineallaire, this morning. She's … [Read more...]
Lean Sales And Marketing -TAKT Time Posted on July, 2012
For those of you with a background in Lean, TAKT Time is a familiar concept for … [Read more...]
The Intrusiveness Of Prospecting Posted on July, 2012
I've been carrying on a number of discussions in various forums on LinkedIn. … [Read more...]
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