The phone rings, I answer, the voice on the other end asks, "Can I speak to the … [Read more...]
Author: David Brock
"Can I Have 15 Minutes Of Your Time?"
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [Read more...]
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
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...]
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