Our focus, naturally, is on what we sell. More accurately, it's on what … [Read more...]
Author: David Brock
What's The Customer's "Whole Problem"
Can Sales Really Create Value? Posted on August, 2016
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is … [Read more...]
Tilting The Revenue Curve Posted on August, 2016
In the past few days, there have been a couple of outstanding articles on … [Read more...]
Who Are You? Why Should I Trust Buying From You? Posted on August, 2016
Somehow you've attracted me to your site. You have an intriguing product. You … [Read more...]
Are Too Many Sales People Achieving Quota? Posted on July, 2016
I recently read this in an article from a sales compensation expert, "In high … [Read more...]
Bits and Pieces --- July 30, 2016 Posted on July, 2016
It's been a while since I've published this random collection of thoughts. Here … [Read more...]
Putting Aside Our Agenda For The Customer's Posted on July, 2016
Gary Peyrot asked a great question recently, He had read, "What Would Happen If … [Read more...]
Micromanagers Don't Trust Themselves Posted on July, 2016
Somehow I get involved in lots of conversations about micromanaging. These … [Read more...]
Personas, Profiles, Relevance, Personalization, And Targeting--Stop Wasting Your Time Posted on July, 2016
I tend to look to the approaches sales and marketing experts and automation … [Read more...]
Sales Leadership Dysfunction -- Dysfunctional Compensation Plans Posted on July, 2016
My last post inn this series was "Super Hero Sales Managers." I hesitated for a … [Read more...]
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