Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Author: David Brock
Adding Value--Selling To The Professional Buyer
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...]
Reading The Buyers' Minds Posted on July, 2012
As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
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