Category: Transformation

Customer Retention, A Rant
Posted on March, 2012

Business is tough everywhere. As sales professionals, we struggle to find … [Read more...]

We organize our companies by function--sales, marketing, customer service, … [Read more...]

I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]

I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]

February 24, 2012 by David Brock 3 Comments

I was reviewing a sales situation with a client earlier today. The sales person … [Read more...]

February 16, 2012 by David Brock 4 Comments

Some of you reading the title will say, "Dave's really gone off the deep end … [Read more...]

February 15, 2012 by David Brock 5 Comments

My post yesterday, The Secret To Sales Success, stirred up a twitter discussion … [Read more...]

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...]