Category: Innovation

Preparation Enables You To Get Out Of Your Own Way
Posted on January, 2013

Often, I get pushback from folks when I talk about leveraging a sales process, … [Read more...]

Sales is one of the few professions when we start each new (fiscal) year with a … [Read more...]

"The beatings will continue until you get is right!" OK, so I've taken a bit of … [Read more...]

Challenging, providing insight, getting your customers to think about their … [Read more...]

I read an outstanding, but frightening post entitle The Future Of Marketing Is … [Read more...]

There's no doubt, the world and business is more complex and this is unlikely to … [Read more...]

November 30, 2012 by David Brock 2 Comments

Would you trust your lawyer if she took everything at face value? I hope not. … [Read more...]

As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]

November 21, 2012 by David Brock 2 Comments

For that matter, so are your plans and strategies! We spend a lot of time … [Read more...]

November 18, 2012 by David Brock 1 Comment

Any sales person worth her salt knows how important questions are. They are … [Read more...]