As sellers, we seem to think the most important thing to our customers is … [Read more...]
Author: David Brock
What Our Customers Are Trying To Learn....
Growth And Scaling.... Posted on July, 2022
Our business and sales conversations are filled with the words growth and … [Read more...]
Pay Attention To What We Say, Not How We Execute... Posted on July, 2022
My dad was a great teacher and role model. But every once in a while, I'd start … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Sales Is Hard....... Posted on July, 2022
I've been following a fascinating discussion led by David Masover on LinkedIn. … [Read more...]
Imagining A Year In The Life Of A New Salesperson..... Posted on July, 2022
We've a robust hiring market for sales people. Huge salaries, bonuses, other … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
"A La Carte" Comp Plans Posted on July, 2022
Every once in a while, some of us go to a 5-star restaurant. Rather than … [Read more...]
Are You Credible? Posted on July, 2022
Credibility is critical to our ability to engage people, incite them to think … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
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