We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
Author: David Brock
Manager, Are You "Sales Person Centric?"
Getting Things Done Though Our People Posted on August, 2015
Perhaps the most difficult thing to recognize in moving from an individual … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Perfect Prospecting Posted on August, 2015
Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Send Your Customer Your Call Plan! Posted on August, 2015
You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
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