As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Author: David Brock
Do You Really Understand Your Customer's Goals?
It's Supposed To Be A Pipeline, Not a Pipe Dream! Posted on October, 2012
Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]
Our People Are Not Commodities, They Are Our Differentiation! Posted on October, 2012
Unfortunately, too often the people in organizations are treated as … [Read more...]
Social Networking, Reciprocity, and Hypocrisy Posted on October, 2012
I've always approached networking and social networking from the point of view … [Read more...]
Forensic Prospecting Posted on October, 2012
Forensic Prospecting---I wish I could claim inventing this term, but the words … [Read more...]
Does LinkedIn Actually Impact Sales? Posted on October, 2012
LinkedIn has become a powerful tool for all sales and business professionals. … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Executing Company Strategy Posted on October, 2012
The sales organization is responsible for executing the company strategy with … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Not Your Normal Sales Presentation Posted on October, 2012
I have to admit, up front, generally I don't find books about sales … [Read more...]
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