I get involved in helping launch lots of products. Clients are bringing new … [Read more...]
Author: David Brock
Our Customers Are Missing The Opportunity To ....
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Getting From Here .... To There Posted on December, 2011
Imagine a contest. You've landed in a city you've never been to before. You're … [Read more...]
Performance Management Friday --- Sales/Management Alignment Posted on December, 2011
In this week's post on performance metrics, I'll take a step back. Rather than … [Read more...]
"I Don't Need No Stinkin' Sales Process!" Posted on November, 2011
That's what I hear from lot's of sales people---not in the meetings, but when … [Read more...]
Selling---Doing What You Have To Do Posted on November, 2011
Selling has always been a tough job. Everyday, it becomes tougher as customers … [Read more...]
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
Top Sales And Marketing Awards Posted on November, 2011
Jonathan Farrington is once again hosting the Top Sales Awards. It's an … [Read more...]
Before You Can Create Value For Your Customer, You Have To Know What Value You Create Posted on November, 2011
Having a differentiated value proposition, creating value for your customers is … [Read more...]
What's Your Focus? Posted on November, 2011
I work with dozens of organizations and hundreds to thousands of business … [Read more...]
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