To be honest, I may respond to less than 5% of the sales outreaches I get. I … [Read more...]
Author: David Brock
"Salesperson, Why Are You 'Ghosting' Me?"
What's The Most Important Thing? Posted on April, 2022
Everyday, we get pummeled with LinkedIn Surveys asking us "What's the most … [Read more...]
The Questions We Ask, Shape The Answers We Get..... Posted on April, 2022
In sales, we learn that questions are critical to our ability to understand our … [Read more...]
Can We Know More Than Our Customers? Posted on April, 2022
Since my earliest days of selling, I have been taught, to create real value and … [Read more...]
Developing Your People Posted on April, 2022
As managers, we tend to focus on the "here and now." We obsess over pipelines, … [Read more...]
Order, Seller, Or Buyer Centric? Posted on April, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on … [Read more...]
Information Asymmetry, Turning The Tables Posted on April, 2022
In the old days, when I used to hail a horse drawn carriage to take me to my … [Read more...]
Understanding Our Customers' Businesses Better Than They Do? Posted on April, 2022
I've always sought to understand my prospects' and my customers' business better … [Read more...]
Objecting To Objections Posted on April, 2022
Lately, I've been watching some eLearning programs on objection handling. It … [Read more...]
Should We Be That Surprised By The Digital Buying Journey? Posted on April, 2022
The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
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