As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
Author: David Brock
Reading The Buyers' Minds
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...]
Lean Sales And Marketing --- It's How We Put It All Together Posted on June, 2012
Several years ago, I was the guest speaker at the National Sales Meeting for a … [Read more...]
You Can’t Win The Price Objection By Talking About Price! Posted on June, 2012
I was working with a sales team recently. We were talking about “THE PRICING … [Read more...]
A Missed Customer Service Opportunity Posted on June, 2012
At this moment, I’m sitting in the United Club in Concourse C at Chicago … [Read more...]
"Well It Worked, Didn't It?" Posted on June, 2012
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
Lean Sales And Marketing --- Leaning Our Sales Process Posted on June, 2012
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
"Congratulations, You Are Now Part Of Our Strategic Account Program" Posted on June, 2012
Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
Finding The Decision Maker Posted on June, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog Posted on June, 2012
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
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