It seems I spend half my life in reviews--territory reviews, pipeline reviews, … [Read more...]
Author: David Brock
What's Next? How Do We Win?
But We Gave Them Everything They Wanted!?! Posted on October, 2012
It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
They Aren't The Enemy, They're Our Customers! Posted on October, 2012
We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
It's Supposed To Be A Pipeline, Not a Pipe Dream! Posted on October, 2012
Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]
Our People Are Not Commodities, They Are Our Differentiation! Posted on October, 2012
Unfortunately, too often the people in organizations are treated as … [Read more...]
Social Networking, Reciprocity, and Hypocrisy Posted on October, 2012
I've always approached networking and social networking from the point of view … [Read more...]
Forensic Prospecting Posted on October, 2012
Forensic Prospecting---I wish I could claim inventing this term, but the words … [Read more...]
Does LinkedIn Actually Impact Sales? Posted on October, 2012
LinkedIn has become a powerful tool for all sales and business professionals. … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
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