When you think about it, sales people have an awesome amount of freedom--but … [Read more...]
Author: David Brock
Salesperson As Entrepreneur
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Why Do You Sell? Posted on April, 2014
The other day I was having a conversation with someone. He asked a very … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Inside Sales Is Only Great For Transactional Commoditized Products! Posted on April, 2014
Not long ago, I was meeting with the top management team of large organization. … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
The Customer Is A Real Person, Not An Abstraction! Posted on April, 2014
Recently, I wrote, "Solve The Damn Problem!" It's generated a lot of … [Read more...]
Why Are They Buying? Posted on April, 2014
I've completed a few days of doing deal reviews with some really terrific sales … [Read more...]
What Are You Helping Your Customers Discover? Posted on April, 2014
As he consistently does, Seth Godin has captured the crux of Insight based … [Read more...]
Imagining Customer Conversations In 140..... Posted on April, 2014
It seems attention spans and communications are contracting and getting … [Read more...]
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