Category: Transformation

Moving From Value Creation To Value Co-Creation
Posted on November, 2012

As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]

November 16, 2012 by David Brock 2 Comments

Finding and serving customers around the globe used to be the province of larger … [Read more...]

"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]

I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]

As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]

As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]

There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]

So you've finally qualified a deal, you have something real to compete for, an … [Read more...]

September 25, 2012 by David Brock 8 Comments

The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]