"Do they have budget," is a fundamental qualifying question for every seller. … [Read more...]
Author: David Brock
Do They Have Budget???
Our Customers Aren't On A Buying Journey... Posted on July, 2023
Most of the time, as sellers, we focus on our self interests. As a result we … [Read more...]
Sales Process, It's Not What We Do To Our Customers.... Posted on July, 2023
When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
Driving Our Customers/Prospects Away! Posted on July, 2023
I, and so many others, write constantly about how buying is changing and how … [Read more...]
Talking To Customers Posted on July, 2023
As sellers, our job is to talk to customers. But apparently we do a very bad … [Read more...]
Differentiating Skills: Curiosity, Generosity, Humanity Posted on July, 2023
I'm a big fan of Scott Osman's writing on leadership. Recently, he wrote an … [Read more...]
Making Winning Easier! Posted on July, 2023
Let me be clear, in today's environment winning is never easy. But we make … [Read more...]
How Important Is This To Your Customer? Posted on July, 2023
As we look at our customers' problem solving/buying processes, a key question … [Read more...]
Zombie Pipelines Posted on July, 2023
Over the course of my career I've looked at thousands of pipelines/funnels. … [Read more...]
Win Rate Hacks Posted on July, 2023
Long time readers know I tend to be obsessed with Win Rates. My obsession would … [Read more...]
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