I was leading a discussion about value propositions with a group of product … [Read more...]
Author: David Brock
What Customer Problems Do You Solve, Not What Do You Do!
Time Available For Selling Posted on March, 2016
Do your people have enough time available to sell? Some of you are thinking, … [Read more...]
Bits And Pieces -- March 19, 2016 Posted on March, 2016
This weeks bits and pieces. First, thanks to everyone who took the time to … [Read more...]
If I Didn't Respond To Your Email...... Posted on March, 2016
It's early morning, I'm clearing email. Somehow, I feel like I've accomplished … [Read more...]
Do We Set Our People Up For Failure? Posted on March, 2016
I'm pretty tough on sales people. You've read my endless rants about bad … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
Bits And Pieces, March 12, 2016 Posted on March, 2016
I've decided to start a new feature on the blog called Bits And Pieces. I'll … [Read more...]
Business People Who Sell Posted on March, 2016
Our customers don't need sales people calling on them. They don't need a person … [Read more...]
Making The Numbers! Posted on March, 2016
Every sales professional is obsessed with making the numbers. Meet another … [Read more...]
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