So this is what's happening this morning. I start the morning looking at … [Read more...]
Author: David Brock
Unsolicited Email, Cold Calling, Prospecting, Nurturing......
Have A Canned Meeting! Posted on November, 2011
Today, I got a note from Paul Castain. Paul hosts one of the best LinkedIn … [Read more...]
Do You Have A Plan? Posted on November, 2011
Do you have a plan? Do you have a plan for winning this deal? Do you know … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
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...]
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