Today, most of what I hear from sales people and executives is they are … [Read more...]
Author: David Brock
Are We Getting Prospecting Wrong? What Is The Customer's First Impression?
Effectiveness Must Precede Efficiency Posted on July, 2017
Too often, we seem to focused on volume, velocity and activity levels, thinking … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
Leading With The Problem? Posted on July, 2017
I was involved in a twitter discussion. The following question was posed, "When … [Read more...]
Understanding Your Customer's Needs And Requirements Posted on July, 2017
In my formative years in selling, one of the key things I learned was to … [Read more...]
The Arrogance Of "Creating Value For The Customer" Posted on July, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of … [Read more...]
Cold Calling, Alive And Kicking! Posted on July, 2017
Cold calling is alive---at least when you look at the number of posts … [Read more...]
Turn Up The Volume, I Can't Hear You! Posted on July, 2017
It seems we've become consumed by volume! Just look at the so many of the blog … [Read more...]
Rethinking Sales Skills And Competencies Posted on June, 2017
Wayne Gretzky has the famous quote describing why he is an all time top … [Read more...]
Stop All This Nonsense About Value Add! Posted on June, 2017
There's a fascinating discussion about the various dimensions of "value" driven … [Read more...]
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