We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
Author: David Brock
Don't Focus On Sales Velocity, Focus On Buying Velocity!
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
Who Should We Be Talking To? Posted on September, 2015
Hopefully, there is an enterprising entrepreneur who will read this post and do … [Read more...]
"Herding Customers" Through Complex Buying Processes Posted on September, 2015
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
What's More Important, Experience Or Experiences Posted on August, 2015
The other day I was speaking to a large group of sales people. Many were very … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
Getting Things Done Though Our People Posted on August, 2015
Perhaps the most difficult thing to recognize in moving from an individual … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
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