Category: Transformation

You Have To Care To Differentiate Your Value
Posted on February, 2012

The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]

February 1, 2012 by David Brock 1 Comment

"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]

I've written quite a bit about Challenger Selling and it's many related … [Read more...]

I've been writing a lot about changing the conversation, about challenging our … [Read more...]

There is an interesting discussion on Focus on transforming sales organizations … [Read more...]

Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]

As we put together our strategies for the New Year, most of our focus will be on … [Read more...]

December 27, 2011 by David Brock 2 Comments

As sales people, we work with customers every day. We see them, we're in their … [Read more...]

December 22, 2011 by David Brock 7 Comments

We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]

What do we talk to our customers and prospects about? To me, the answer is … [Read more...]