Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Author: David Brock
Just Because Your Customer Isn't Saying "No".........
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Is Trust Sufficient? Posted on September, 2021
Colleen Francis is running a fascinating survey on LinkedIn. She's posed the … [Read more...]
Value Is Not A Destination Posted on September, 2021
Too often, when sales people talk about value, it seems it's some sort of fixed … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
Are We Having The Right Conversations? Posted on September, 2021
I was talking to a great sales person the other day. We've been talking for … [Read more...]
September 11, 2021 Posted on September, 2021
Today, we will read dozens of heartfelt remembrances of 20 years ago. I've … [Read more...]
"But We're Making Our Number....." Posted on September, 2021
Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
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