Category: Transformation

Neutral Is Not A Strategy
Posted on January, 2015

Too often, I meet sales people who are uncomfortable with challenging their … [Read more...]

Too often, our customers focus on price, consequently we focus on price---after … [Read more...]

Recently I wrote Responding To Customer Experience Disasters. It's stimulated … [Read more...]

When I saw the title on the email, I was intrigued. I thought, "A new client?" … [Read more...]

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...]