There are a huge number of tools available to help sales professionals be more … [Read more...]
Author: David Brock
Creating Crap At The Speed Of Light
Pattern Recognition And The Sales Process Posted on May, 2012
The human brain is an awesome instrument! One of the things it enables us to … [Read more...]
How Easy Are You To Do Business With? Posted on May, 2012
I have to admit, I'm writing this out of a little bit of frustration. I have a … [Read more...]
Media Business In Trouble Posted on May, 2012
The media business is changing. Traditional media--newspapers, journals, and … [Read more...]
"Have I Got A Deal For You!" Posted on May, 2012
The phone rang, I picked it up. The voice on the other end went into it's … [Read more...]
Differentiated Value ---- Just Good Enough! Posted on May, 2012
These days, so many of the conversations among sales professionals and pundits … [Read more...]
What Do We Do Next? Posted on May, 2012
Every year, I sit through hundreds of deal reviews. They all seem to go the … [Read more...]
Are We Allowing Ourselves To Be Commoditized? Posted on May, 2012
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Prospecting--Exhausting All The Alternatives Posted on May, 2012
Truth be told, most sales people would prefer to have a root canal than … [Read more...]
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