Category: Innovation

The Key To Differentiation
Posted on March, 2012

Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]

The other day, my friend Jill Konrath wrote a compelling post, Silence Is … [Read more...]

Many pundits, including me, believe predictive analytics and big data are … [Read more...]

We organize our companies by function--sales, marketing, customer service, … [Read more...]

I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]

February 27, 2012 by David Brock 5 Comments

A trait I don't hear much about, but one that I think is critical for sales … [Read more...]

I'm amazed by many of the discussions I read about sales performance … [Read more...]

February 14, 2012 by David Brock 2 Comments

It seems to be human nature to look for the secrets to success---the formula, if … [Read more...]

The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]

I started my career selling mainframe computers for IBM. When I joined IBM, … [Read more...]