Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
Author: David Brock
Collaboration--Now More Critical Than Ever
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...]
Creating Crap At The Speed Of Light Posted on May, 2012
There are a huge number of tools available to help sales professionals be more … [Read more...]
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...]
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