Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
Author: David Brock
"Congratulations, You Are Now Part Of Our Strategic Account Program"
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...]
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...]
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