As I was hanging up on a call with a new prospect today, the prospect said … [Read more...]
Author: David Brock
Little Things Count!
Is Differentiation Overrated? What About Being Just Good Enough? Posted on December, 2010
A week ago, I wrote a post,"'Me Too,' Is Not A Value Propsition!" With this … [Read more...]
Are You The Right Person To Do This Deal? Posted on December, 2010
B2B solutions, consequently B2B selling is increasingly complex. Layer on top … [Read more...]
....is Lead Generation of interest to your company? Posted on December, 2010
Everyday, at least one copy of the following email arrives in my junk mail … [Read more...]
The Future Of Selling -- It's Social Posted on December, 2010
In April, OgilvyOne announced their World's Greatest Salesperson contest. I … [Read more...]
I'm Privileged To Work With Really Smart People! Posted on December, 2010
As a preface, at this time of the year, we all have a tendency to reflect a … [Read more...]
"Me Too," Is Not A Value Proposition! Posted on December, 2010
A client called me up a couple of days ago with an interesting problem. They … [Read more...]
Losing A Mentor Posted on December, 2010
I just this moment learned of the passing of Mack Hanan. Mack passed away on … [Read more...]
Great Product, Lousy Service, No Sale! Posted on November, 2010
Usually, I try to minimize my whining about poor sales and customer service … [Read more...]
Who's Got Sales' Back? Posted on November, 2010
In today's complex B2B sales environment, few sales people can afford to go it … [Read more...]
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