At this moment, I’m sitting in the United Club in Concourse C at Chicago … [Read more...]
Author: David Brock
A Missed Customer Service Opportunity
"Well It Worked, Didn't It?" Posted on June, 2012
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
Lean Sales And Marketing --- Leaning Our Sales Process Posted on June, 2012
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
"Congratulations, You Are Now Part Of Our Strategic Account Program" Posted on June, 2012
Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
Finding The Decision Maker Posted on June, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog Posted on June, 2012
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
Focus--What Separates Top Performers From Everyone Else Posted on June, 2012
We're all incredibly busy. Our days get filled with all sorts of … [Read more...]
Lean Sales And Marketing--Defining Value Posted on June, 2012
As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
When The Going Gets Tough Posted on June, 2012
We're about to enter the second half of the year. People are looking at their … [Read more...]
CRM, Sales 2.0 And Compliance Posted on June, 2012
Hang around any conference about CRM or any of the Sales 2.0 tools and sooner or … [Read more...]
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