Selling has always been a tough job. Everyday, it becomes tougher as customers … [Read more...]
Author: David Brock
Selling---Doing What You Have To Do
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
Top Sales And Marketing Awards Posted on November, 2011
Jonathan Farrington is once again hosting the Top Sales Awards. It's an … [Read more...]
Before You Can Create Value For Your Customer, You Have To Know What Value You Create Posted on November, 2011
Having a differentiated value proposition, creating value for your customers is … [Read more...]
What's Your Focus? Posted on November, 2011
I work with dozens of organizations and hundreds to thousands of business … [Read more...]
Performance Management Friday --- Customer Retention/Customer Attrition Posted on November, 2011
Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]
Giving Thanks Posted on November, 2011
Today is Thanksgiving in the US. It will prompt the usual spate of posts about … [Read more...]
Are Your People Selling What They're Supposed To Sell? Posted on November, 2011
Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
No Virginia, There Is No Santa Claus Posted on November, 2011
Pardon my awkward paraphrasing of the famous "Yes Virginia, There Is A Santa … [Read more...]
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