Category: Transformation

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole
Posted on March, 2017

Recently. I read an article in which the position was put forth, "Inside sales … [Read more...]

We're doing some renovations in our home. These include changes in the Master … [Read more...]

There are just too many stupid conversations about the digitally savvy customer … [Read more...]

Too often, both our work and that of our customers focuses on learning or … [Read more...]

I just read an article, one sentence struck me, "Value is created when you … [Read more...]

February 22, 2017 by David Brock 5 Comments

As sales people, we want to make it easy for our customers to buy. We have … [Read more...]

Some may be wondering about the "existential" nature of this title. Some may be … [Read more...]

Too often, we succumb to price pressure--even worse, we lead with price, making … [Read more...]

February 13, 2017 by David Brock 6 Comments

We can learn a lot about value propositions by looking at the vast new array of … [Read more...]

Account Based Everything has been the rage of the past couple of years. The … [Read more...]