"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
Author: David Brock
You Need To Know What's Keeping Them Up At Night!
It Doesn't Matter What We Know, It's What The Buyer Needs Posted on April, 2011
Companies spend $100's of millions every year in training sales people about … [Read more...]
Purposefulness--Getting What We Want versus Getting What We Get Posted on April, 2011
As sales professionals, we all know what we want----We want to win the deal, We … [Read more...]
When Customers Really Want To Buy--Perishable Demand! Posted on April, 2011
A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
Metrics, It's All Relative Posted on April, 2011
A couple of weeks ago I wrote a piece, What We Miss About Sales Metrics. In … [Read more...]
There's More To The Discovery Process Than Identifying Needs! Posted on April, 2011
After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
Price Is NEVER The Only Decision Criteria! Posted on April, 2011
I have to admit being a little frustrated. Over the past two weeks, I must have … [Read more...]
Understanding Our Customers' Decisionmaking Processes Posted on April, 2011
Understanding how our customer will make a buying decision is critical to our … [Read more...]
Creating Crap At The Speed Of Light Posted on April, 2011
Before starting, I have to admit I'm a bit of a geek. I love technology, I love … [Read more...]
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