"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
Author: David Brock
Rising Tides Float All Ships, But What About Falling Tides?
Business Acumen--More Than Price Posted on October, 2011
I talk to lots of people about their value propositions and the business cases … [Read more...]
Customer Service Is Overrated! Posted on October, 2011
I was reading an interesting discussion on customer loyalty at Focus.com. The … [Read more...]
Performance Management Friday -- % Of Opportunities Advanced Posted on October, 2011
Our goal as sales people is to help our customers move through their buying … [Read more...]
How Do You Know If The Customer "Knows?" Posted on October, 2011
As sales professionals, we are supposed to be masters of effective … [Read more...]
What's Next? Do You Really Have A Deal Strategy? Posted on October, 2011
I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
Customers Don't Know What They Don't Know Posted on October, 2011
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
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