I grew up in sales always being told, "Call at the top!" We always want to … [Read more...]
Author: David Brock
Targeting People Who "Do The Work"
"Those Volume Guys....." Posted on May, 2021
I was stunned listening to a webcast yesterday. There was an "expert" … [Read more...]
Coaching, A Two Way Learning Experience Posted on May, 2021
Too often, we get coaching wrong--if we do coaching at all. We tend to think of … [Read more...]
"I Didn't Take The Time To Prepare...." Posted on May, 2021
Today, I participated in a pretty important Zoom meeting. It was an important … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
Language, Words And Mindsets Posted on May, 2021
We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
Why Do Customers Buy? Posted on May, 2021
Such a simple question, but too often, we don't really understand the answer to … [Read more...]
The Joy Of Selling Posted on May, 2021
Why do we sell? Why do we choose a job that requires us to sell? Is it … [Read more...]
The Irony Of Change Posted on May, 2021
The other day, I was speaking with a colleague about the state of sales/selling. … [Read more...]
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