When I speak to sales people, this is the second biggest complaint I hear. … [Read more...]
Author: David Brock
"I Can't Get Customers To See Me!"
Should We Expect Ethical Conduct In Social Media? Posted on November, 2009
Twitter is an important element of our social media and overall marketing … [Read more...]
Sales Management---Managing The Contradictions Posted on November, 2009
A little over a week ago, I wrote Sales Management, It’s About Inspecting The … [Read more...]
We Have It All Wrong When We Think About Sales Training Posted on November, 2009
A colleague was recently sharing research on how people learn. The data was … [Read more...]
What Would Happen If We Saw Things The Way Our Customers Saw Them? Posted on November, 2009
Most of the organizations I work with are very high performance organizations. … [Read more...]
Value Propositions Change Through The Sales Cycle Posted on November, 2009
Too often, we tend to think of our value propositions as static. Effective … [Read more...]
Sales Management, It's About Inspecting The Process, Not Transactions Posted on October, 2009
This article has been selected for DeFinis Communications’ “Sales Coaching: Top … [Read more...]
Fun With Value Propositions Posted on October, 2009
Over the past few months, I have had the opportunity to talk and write a lot … [Read more...]
Can Value Propositions Be Generic? Posted on October, 2009
My friend Christian Mauer has written an interesting post entitled, "Can Value … [Read more...]
Selling Is About Change And Change Management Posted on October, 2009
I wonder why we never talk much about change and change management--except when … [Read more...]
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