I was reading a blog post the other day, it posed the question: "What's the … [Read more...]
Author: David Brock
What's The Worst Objection?
The Role Of Partnerships And Strategic Alliances With Customers And Suppliers Posted on August, 2009
FREE PROMOTIONAL OFFER Through September 25, 2009, See The End Of The Post! In … [Read more...]
What If We Can't Find Compelling Value For Our Solutions? Posted on August, 2009
I was reading Rebel Brown's great post: Accentuate The Positive. It focuses on … [Read more...]
Sales Manager's Self Audit and Management Checklist Posted on August, 2009
I'm a great fan of checklists. Using checklists means I don't have to encumber … [Read more...]
Mentoring--Your Complete Guide Posted on August, 2009
This afternoon, when the mail arrived in the office, I dropped everything. A … [Read more...]
Scaring Customers Spitless -- Does This Build Respect and Trust? Posted on August, 2009
Geoffrey James has generated a lot of interesting reactions with his article, To … [Read more...]
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Rethinking Qualifying---Is This Good Business For Us? Posted on August, 2009
Most of the time when we think about qualifying sales opportunities, we focus on … [Read more...]
Does Your Customer Have A Need To Buy? Posted on August, 2009
An old colleague of mine had a great way of looking at things. He and I would … [Read more...]
The Pipeline Review--An Underused and Underappreciated Coaching Opportunity Posted on August, 2009
The pipeline review, I've participated in 100's of these, somehow they all look … [Read more...]
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