Every year, I sit through hundreds of deal reviews. They all seem to go the … [Read more...]
Author: David Brock
What Do We Do Next?
Are We Allowing Ourselves To Be Commoditized? Posted on May, 2012
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Prospecting--Exhausting All The Alternatives Posted on May, 2012
Truth be told, most sales people would prefer to have a root canal than … [Read more...]
Sales Process, A Special Version Of Project Management Posted on April, 2012
Recently, I met with the executive team of a large consulting/systems … [Read more...]
Are We Speaking The Customer's Language? Posted on April, 2012
Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
If You Don't Know Where You Are Going, Any Road Will Get You There Posted on April, 2012
A well known saying, "If you don't know where you are going, any road will get … [Read more...]
Customer And Market Transitions Wait For No One Posted on April, 2012
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We … [Read more...]
What's In It For The Person Paying The Bill? Posted on April, 2012
I received a frustrated email from a colleague the other day. He described a … [Read more...]
Five Conditions Your Sales Process Must Satisfy Posted on April, 2012
A strong sales process is critical to our effectiveness as sales professionals. … [Read more...]
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