I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
Author: David Brock
Doing The Right Thing, Doing Things Right
Buyers Are Self Educating, So Should Sellers! Posted on May, 2013
Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"We Aren't In Kansas Anymore, Dorothy" Posted on May, 2013
If anyone has doubts about how much professional selling is changing, download … [Read more...]
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"I Need An Excuse To Get Back Into The Customer" Posted on April, 2013
I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
Selling Internally Posted on April, 2013
We know the importance of selling internally. We get support, resources, and … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
"Can I Give You A Quote?" Posted on April, 2013
Within the space of 45 minutes today, I get two calls from sales people--each … [Read more...]
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
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