Prospecting Archives - Page 21 of 37 - Partners in EXCELLENCE

Tag: Prospecting

If Your Customer Doesn't Have Problems, They Don't Need You!
Posted on January, 2017

January 31, 2017 by David Brock

The only reason sales people exist is to help customers solve their problems, … [Read more...]

January 18, 2017 by David Brock

It seems like the concept of hunters and farmers have been around virtually as … [Read more...]

January 10, 2017 by David Brock

There is a huge chasm between customers and our own sales and marketing … [Read more...]

December 26, 2016 by David Brock

I think I'm suffering "Social Selling Fatigue." Perhaps it's the time of year, … [Read more...]

December 22, 2016 by David Brock

I just read an outstanding article, How To Create An Effective Account-Based … [Read more...]

December 20, 2016 by David Brock

Recently, Don Mulhern and I were have a discussion about … [Read more...]

November 30, 2016 by David Brock

Why do so many prospecting calls start with the questions, "Are you happy … [Read more...]

October 18, 2016 by David Brock

My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe … [Read more...]

October 17, 2016 by David Brock

I got one of those calls today. Not dissimilar to some of the other calls I've … [Read more...]

October 3, 2016 by David Brock

There's so much misunderstanding about the data point published by CEB a number … [Read more...]