Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Author: David Brock
Sending Your Sales People Out Naked, The Problem With "Challenger Selling"
Getting From Here .... To There Posted on December, 2011
Imagine a contest. You've landed in a city you've never been to before. You're … [Read more...]
Performance Management Friday --- Sales/Management Alignment Posted on December, 2011
In this week's post on performance metrics, I'll take a step back. Rather than … [Read more...]
"I Don't Need No Stinkin' Sales Process!" Posted on November, 2011
That's what I hear from lot's of sales people---not in the meetings, but when … [Read more...]
Selling---Doing What You Have To Do Posted on November, 2011
Selling has always been a tough job. Everyday, it becomes tougher as customers … [Read more...]
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...]
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