The other day I watched an outstanding video by Tibor Shanto, Preparation Trumps … [Read more...]
Author: David Brock
Anticipation and Preparation
The Early Bird Gets The Worm--Lessons For Sales Posted on April, 2012
We all know customers are changing the way they buy, driving changes in the way … [Read more...]
Earning The Right To Be A Value Creator Posted on April, 2012
Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Do Your Customers See You As An Interruption Or Value Creator? Posted on April, 2012
We struggle to get customers to see us. There are hundreds of blog post, … [Read more...]
If Your Sales Organization Is Underperforming, Would You Know? Posted on March, 2012
"Well duuuuuh Dave, what a stupid question, isn't easy to tell? After all, … [Read more...]
Who Are The "Sales Influencers" In Your Company? Posted on March, 2012
Lori Richardson posed a very challenging question at Focus.com: "What is your … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
The Key To Differentiation Posted on March, 2012
Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
Customer Retention, Customer Service, Customer Experience The Rant Goes On Posted on March, 2012
A couple of days ago, I ranted, in part, about my experience with my past … [Read more...]
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