Customer Experience Archives - Page 78 of 102

Tag: Customer Experience

Reclaiming Our 70% Of The Customer Buying Process
Posted on December, 2012

I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]

I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]

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

November 28, 2012 by David Brock 7 Comments

People don't dislike sales people, they dislike bad selling! I wish I had said … [Read more...]

November 27, 2012 by David Brock 6 Comments

Sales specialists or overlay reps are critical in complex B2B sales. The sales … [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...]

November 17, 2012 by David Brock 7 Comments

I haven't whined in a while, so pardon me for this indulgence. We all know that … [Read more...]

November 13, 2012 by David Brock 3 Comments

I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]

November 5, 2012 by David Brock 1 Comment

The scene gets played over and over, literally hundreds of times every year. … [Read more...]