Category: Transformation

What If You Shared Your Deal Strategy With Your Customer?
Posted on December, 2014

December 19, 2014 by David Brock 4 Comments

I had a fascinating conversation with Gerald Vanderpuye today. He shared what … [Read more...]

When the customer perceives little difference between alternative solutions from … [Read more...]

December 8, 2014 by David Brock 1 Comment

I have to admit, part of the reason I'm writing this post is to ease my … [Read more...]

I'm fascinated about a lot of the discussion about marketing and sales … [Read more...]

By now, at least if you've been reading the literature on selling, we know the … [Read more...]

September 1, 2014 by David Brock 5 Comments

I suspect the biggest costs both we (individually and within our organizations) … [Read more...]

We talk a lot about account planning, particularly if our "territory" is one or … [Read more...]

Recently, I read a HBR Post by Ryan Fuller, 3 Behaviors That Drive Successful … [Read more...]

Well, actually, even if you are building value, someone else still is. We win … [Read more...]

The answer to this question seems obvious, the customer experience, whether it … [Read more...]