We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Author: David Brock
Giving The Customer More Than They Paid For
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Your People's Performance Is A Reflection Of Your Performance Posted on January, 2016
It's impossible to be a top performing manager if your people aren't … [Read more...]
What's Project Management Have To Do With Buying/Selling? Posted on January, 2016
As sales professionals, we don't tend to talk much about project management--at … [Read more...]
Sell The Vision, It's Easier Than Selling The Product! Posted on January, 2016
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
Buyer Self Sufficiency Posted on January, 2016
I read a fascinating HBR Article, "How More Accessible Information Is Forcing … [Read more...]
Can Your Sales People Lead A Business Conversation? Posted on January, 2016
The role of sales has clearly changed. We no longer have to spend our time … [Read more...]
93.2353% Of Plan Posted on December, 2015
As I write this post, I'm 93.2353% toward a goal I set for all of us. It's … [Read more...]
Numbers Make The Conversation More Interesting Posted on December, 2015
Numbers are the bane of many sales people's existence. Everyone wants to talk … [Read more...]
Deal Slippage Posted on December, 2015
It's the end of the month, end of the quarter, end of the year..... I'm looking … [Read more...]
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