As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Author: David Brock
Finding The Decision Maker
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...]
Focus--What Separates Top Performers From Everyone Else Posted on June, 2012
We're all incredibly busy. Our days get filled with all sorts of … [Read more...]
Lean Sales And Marketing--Defining Value Posted on June, 2012
As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
When The Going Gets Tough Posted on June, 2012
We're about to enter the second half of the year. People are looking at their … [Read more...]
CRM, Sales 2.0 And Compliance Posted on June, 2012
Hang around any conference about CRM or any of the Sales 2.0 tools and sooner or … [Read more...]
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Lean Sales And Marketing -- Standard Work Posted on June, 2012
Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales … [Read more...]
The Sales Stack, Another View Posted on June, 2012
My friend, Jim Keenan, wrote an interesting post on "The Sales Stack." It … [Read more...]
What Happens When We "Fix" The Sales Problem? Posted on June, 2012
We have a revenue problem, we aren't making the numbers, we aren't growing, we … [Read more...]
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