A good friend (and top sales executive) and I were having an interesting … [Read more...]
Author: David Brock
Would You Fire Your Top Sales Person?
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...]
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...]
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