Category: Transformation

Before You Can Create Value For Your Customer, You Have To Know What Value You Create
Posted on November, 2011

November 27, 2011 by David Brock 2 Comments

Having a differentiated value proposition, creating value for your customers is … [Read more...]

November 24, 2011 by David Brock 2 Comments

Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]

November 22, 2011 by David Brock 3 Comments

Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]

One of the most important roles of the sales professional is to remove obstacles … [Read more...]

The phone rings. I pick it up, it's a sales person from a supplier of Sales … [Read more...]

November 10, 2011 by David Brock 1 Comment

I had the privilege of participating in a fantastic roundtable at Focus.com … [Read more...]

November 9, 2011 by David Brock 1 Comment

Trust is the cornerstone in developing healthy relationships,whether they be … [Read more...]

"Selling has changed more in the past 3 years than in it's cumulative history." … [Read more...]

"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]

I was reading an interesting discussion on customer loyalty at Focus.com. The … [Read more...]