We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
Author: David Brock
Buying Isn't Important, It's The Results Of Buying That Are Important!
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...]
Giving Thanks Posted on November, 2011
Today is Thanksgiving in the US. It will prompt the usual spate of posts about … [Read more...]
Are Your People Selling What They're Supposed To Sell? Posted on November, 2011
Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
No Virginia, There Is No Santa Claus Posted on November, 2011
Pardon my awkward paraphrasing of the famous "Yes Virginia, There Is A Santa … [Read more...]
Performance Management Friday --- CPOD Posted on November, 2011
I'm shifting gears a little, today I'm focusing on a key sales management … [Read more...]
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