Twitter is an important element of our social media and overall marketing … [Read more...]
Author: David Brock
Should We Expect Ethical Conduct In Social Media?
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...]
Is This Meeting A Good Use Of Your Prospect And Customer's Time? Posted on October, 2009
I read a post from Miller Heiman on "How Do You Know If You Are Wasting Time … [Read more...]
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