Category: Transformation

It's The New Year For Our Customers, As Well!
Posted on January, 2012

As we put together our strategies for the New Year, most of our focus will be on … [Read more...]

December 27, 2011 by David Brock 2 Comments

As sales people, we work with customers every day. We see them, we're in their … [Read more...]

December 22, 2011 by David Brock 7 Comments

We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]

What do we talk to our customers and prospects about? To me, the answer is … [Read more...]

December 15, 2011 by David Brock 3 Comments

As we finish the year and get ready for next year, it's time to look at our … [Read more...]

December 13, 2011 by David Brock 9 Comments

I can already hear the distress from product managers and product marketing … [Read more...]

December 12, 2011 by David Brock 4 Comments

Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [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...]

There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]