OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
Author: David Brock
The Problem With "Solution" Selling
The "CEO Card......" Posted on September, 2024
I've been reading a number of articles about how win rates skyrocket when you … [Read more...]
Information Asymmetry..... Posted on September, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Are You Interested In Your Customers? Posted on September, 2024
Pop Quiz! Clear your screens/devices, put down your pencils. This is a thought … [Read more...]
Control Disguised As Coaching Posted on September, 2024
Often, when I talk to managers, they tell me how much time they spend coaching. … [Read more...]
Do Your People Look Forward To Meeting With You? Posted on September, 2024
If you are a manager, sit down, swallow hard, ask yourself this question: "Do … [Read more...]
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Win Rates And Prospecting Posted on September, 2024
Despite YoY plummeting win rates, based on my feeds, the biggest challenge … [Read more...]
Improving Win Rates! Posted on September, 2024
Win rates are critical to driving performance and achieving our goals. Win rates … [Read more...]
What If Failure Was An Option? Posted on September, 2024
We never, purposefully, set out to fail. But our fear of failure prevents us … [Read more...]
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