Future Of Buying Archives - Page 81 of 86

Tag: Future Of Buying

Are Your Customers Doing The Right Job Of Qualification?
Posted on February, 2012

February 1, 2012 by David Brock 1 Comment

"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]

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

I've been writing a lot about changing the conversation, about challenging our … [Read more...]

As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]

It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]

There has been an important revolution in marketing thinking over the past … [Read more...]

The other day Seth Godin offered a short post on Sold or Bought. It offered an … [Read more...]

There is an interesting discussion on Focus on transforming sales organizations … [Read more...]

December 11, 2011 by David Brock 3 Comments

I've been writing a lot about the importance of sales people challenging their … [Read more...]

A colleague, someone who's been at the top of his game in sales training for … [Read more...]