Over the past week, I have had several conversations and a common theme kept … [Read more...]
Author: David Brock
Are You Still Relevant To Your Customers?
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...]
Are You Playing To Win? Sales Professionals Need To Leverage New Capabilities. Posted on July, 2009
Webinar: Driving Demand in a Demanding MarketJuly 15 1:00 PM PST / 4 PM ESTAs a … [Read more...]
First, Let Your Customer Finish Their Sentence, Then Ask Three Questions Posted on June, 2009
Yesterday, I had a discussion with "Mark." Mark is one of the best … [Read more...]
Table Stakes Are Changing -- How Do We Up The Ante? Posted on June, 2009
I just finished a conversation with a client. He is the EVP of Sales for a high … [Read more...]
Sales Is Changing, Are You Maximizing Your Impact? Posted on June, 2009
Webinar: Driving Demand in a Demanding Market July 15 11 AM PST / 2 PM ESTAs a … [Read more...]
Delivering Value Through Channel Partners Posted on June, 2009
To many sales and business executives, developing channels, reseller … [Read more...]
People Don't Like To Be Sold---But They Do Like To Buy! Posted on June, 2009
This is the quandary of the traditional sales person---they sell, but we all … [Read more...]
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