I meet thousands of sales people a year. Most of them really care about the job … [Read more...]
Author: David Brock
Working Hard
How Do They Buy? Posted on April, 2014
I write constantly about the buying process, understanding how customers buy, … [Read more...]
Proving That Math Works Posted on April, 2014
Every week I sit in reviews of all types. It may be a corporation or start-up's … [Read more...]
Beginning, Finishing, The Space In Between Posted on April, 2014
Yesterday I had the privilege of spending a day with the founding team of one of … [Read more...]
Salesperson As Entrepreneur Posted on April, 2014
When you think about it, sales people have an awesome amount of freedom--but … [Read more...]
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Why Do You Sell? Posted on April, 2014
The other day I was having a conversation with someone. He asked a very … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Inside Sales Is Only Great For Transactional Commoditized Products! Posted on April, 2014
Not long ago, I was meeting with the top management team of large organization. … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
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