It's a common lament among sales people, "I'm trying to close the customer, I … [Read more...]
Author: David Brock
Customer Stuck? Not Moving Forward?
Little Things Add Up Posted on January, 2016
It was 9:25 am, I was getting upset. The meeting had been called to start at … [Read more...]
Invest In Training Your Sales People Every Day! A Conversation With Tory Hornsby Posted on January, 2016
Would you invest in training your sales people for 45 minutes every day? The … [Read more...]
Everyone Is Fighting A Battle You Know Nothing About!* Posted on January, 2016
Today, I had an unusual exchange of emails with a top executive (client and … [Read more...]
Back To Basics! Posted on January, 2016
There are thousands of posts, hundreds of books that examine every nuance of … [Read more...]
My "Bot" Will Talk To Your "Bot" Posted on January, 2016
Recently, I was asked to comment for an eBook on Attention Scarcity In … [Read more...]
Giving The Customer More Than They Paid For Posted on January, 2016
We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Your People's Performance Is A Reflection Of Your Performance Posted on January, 2016
It's impossible to be a top performing manager if your people aren't … [Read more...]
What's Project Management Have To Do With Buying/Selling? Posted on January, 2016
As sales professionals, we don't tend to talk much about project management--at … [Read more...]
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