Category: Transformation

What Customer Problems Do You Solve, Not What Do You Do!
Posted on March, 2016

I was leading a discussion about value propositions with a group of product … [Read more...]

Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]

Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]

Our customers don't need sales people calling on them. They don't need a person … [Read more...]

February 26, 2016 by David Brock 2 Comments

There was a hilarious article in the New York Times, A Robot That Has Fun At … [Read more...]

February 22, 2016 by David Brock 5 Comments

As sales professionals (marketing too), for years we've always been pretty self … [Read more...]

I've been pretty tough on content marketers and marketing in a couple of my … [Read more...]

I read a fascinating article in Fast Company, You Should Plan On Switching Your … [Read more...]

February 11, 2016 by David Brock 8 Comments

As a kid, I recall many of our family vacations involved long drives to some … [Read more...]

February 11, 2016 by David Brock 1 Comment

Customer centricity has been one of the hot buzzwords for at least the past … [Read more...]