One of the disturbing trends and, I'm certain, unintended consequences of people … [Read more...]
Author: David Brock
"Dear Occupant, I Have Insight For Your Business"
Insight And Value Creation Posted on May, 2012
In the new world of B2B selling, sales people need to bring insights to their … [Read more...]
Customer Centricity And The Cloud Posted on May, 2012
I’m venturing into a little different area than what I normally write about, but … [Read more...]
Duz Speling nd Gramer Matr? Posted on May, 2012
When I was a young sales manager, my manager had a big candy jar on his desk … [Read more...]
Learning From Lazy Sales People Posted on May, 2012
Often, when I get involved with a new client, I seek out their "laziest" sales … [Read more...]
Wake Up! The Paradigm Has Shifted! Posted on May, 2012
There have been some interesting comments about my post, If You Are Learning … [Read more...]
Collaboration--Now More Critical Than Ever Posted on May, 2012
Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
If You Are Learning Your Customers’ Needs, You Are Too Late Posted on May, 2012
Classically, as we qualified and engaged our customers in solving their … [Read more...]
The Web, The Answer To All Our Customers' Prayers! Posted on May, 2012
Let's face it, customers really hate us. They will tolerate our marketing … [Read more...]
Only One Thing Is Sacrosanct To Sales Posted on May, 2012
Mid-year is approaching. I'm talking to a lot of people about where they are … [Read more...]
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