Every sales person (and business professional) knows the acronym WIIFM -- What's … [Read more...]
Author: David Brock
WIIFT -- The New Sales Mantra
Top Sales Experts Interview Posted on March, 2009
It was a great privilege to be interviewed by Maureen Blandford the other day … [Read more...]
Akamai Has It Right! Engage Customers In A Different Conversation Posted on March, 2009
I've been fascinated by Paul Sagan's interview in Network World. I've written … [Read more...]
Moving Beyond Selling To Building Collaborative Relationships Posted on March, 2009
I'm reading Price Waterhouse Coopers 12th Annual Global CEO Survey. It has a lot … [Read more...]
Getting Caught In A Lie --- Why Do Sales People Do This? Posted on March, 2009
I'm sitting in my office doing some work and the phone rings. In answering, some … [Read more...]
Is Everyone In The Same Boat, Rowing In The Same Direction? Posted on March, 2009
So we've completed all the layoff's, we've re adjusted our strategies to … [Read more...]
When All Else Is Equal, How Do You Differentiate Yourself Posted on March, 2009
This morning, I had an interesting discussion with a client. He was talking … [Read more...]
Seven Lessons For Leading In A Crisis Posted on February, 2009
Bill George wrote a great article in the Wall Street Journal a couple of days … [Read more...]
What If We Stopped Using The Economy As An Excuse? Posted on February, 2009
Yesterday, I was speaking to a colleague. He had a though provoking observation. … [Read more...]
Do Great Sales People Make Good Sales Managers? Posted on February, 2009
There was an interesting thought posed in LinkedIn today: “Good sales people … [Read more...]
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