You know this story, I'm sitting at my desk, the phone rings, I answer, and an … [Read more...]
Author: David Brock
Salespeople, Please Stop Your Pitch Long Enough For My Questions, You Might Close A Deal!
Sales -- The Thinking Person's Profession! Posted on July, 2009
I love being in sales, I love talking to great sales professional. I think a … [Read more...]
Sales Performance Management -- Two Key Levers Posted on July, 2009
It's approaching that time of year. I'm getting calls from clients: "Dave, we … [Read more...]
The Future Of Selling -- Consultative, Solutions and Customer Focused? Deja Vu All Over Again? Posted on July, 2009
I'm frustrated and a little impatient. As a profession, we seem to be doing the … [Read more...]
Stupid Twitter (and Social Media) Tricks Posted on July, 2009
Many of you know I'm very enthusiastic about Twitter. I believe it has potential … [Read more...]
Would You Fire Your Top Sales Person? Posted on July, 2009
A good friend (and top sales executive) and I were having an interesting … [Read more...]
Are You Still Relevant To Your Customers? Posted on July, 2009
Over the past week, I have had several conversations and a common theme kept … [Read more...]
Do You Know Your Customer's Value Proposition? What Are You Doing To Help Them Deliver It? Posted on July, 2009
We know that a clear differentiated value proposition is critical to sales … [Read more...]
Create Value In Every Meeting Posted on July, 2009
A few days ago, a reader contacted me with a great question: "Dave, you always … [Read more...]
Three Questions Posted on July, 2009
Last week, I published a post: First, Let Your Customer Finish Their Sentence, … [Read more...]
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