I'm at my desk, the phone rings, I answer, "Hello, this is Dave Brock." At … [Read more...]
Author: David Brock
The Sales Call
Rethinking Value Posted on March, 2011
I've written a lot about value propositions, but I think we really need to … [Read more...]
Sales Professional 3.0 Posted on March, 2011
Okay, okay, I know the title of this post will shock many of my regular … [Read more...]
Value Creation Starts With Great Questions Posted on March, 2011
In answering a question at Focus.com, my friend and business partner, Anthony … [Read more...]
Proving Math Works Posted on March, 2011
Not long ago, I was asked by some investors to assess the business plan of a … [Read more...]
Solving Today's Problems Doesn't Get You To Tomorrow Posted on March, 2011
A few days ago, my friend Don Perkins had a wonderful comment on my post, Are … [Read more...]
Who Owns The Customer? Posted on March, 2011
Earlier this week, I attended Selling Power's Sales 2.0 Conference in San … [Read more...]
Are You Selling To Where Your Customer Is Going To Be? Posted on March, 2011
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Why Didn't You Buy From Me? Posted on March, 2011
"Why Didn't You Buy From Me?" This six and a half word sentence is probably the … [Read more...]
Performance Management -- The Measured Mile Posted on March, 2011
In my last post, I talked about the importance for managers manage performance … [Read more...]
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