It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
Author: David Brock
What Do Reductionism And Machine Design Have To Do With Selling And Buying?
Knowing More Than Our Customers Posted on August, 2013
I get disturbed by much of the hyperbole around Insight Selling and Teaching Our … [Read more...]
The Essence Of Selling Posted on August, 2013
A thoughtful commenter recently started a comment with, "The essence of … [Read more...]
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
"Problem Talking" Is Not "Problem Solving" Posted on August, 2013
As sales people, we build the greatest value for our customers by helping them … [Read more...]
Shifting Our Perspectives Posted on August, 2013
Sometimes I talk to frustrated sales people, "All you say is we've got to give … [Read more...]
Knowing Where Our Customers Live Posted on July, 2013
Too often, our problem as professional sales or marketing people is that we … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Can Insight Become Commoditized? Posted on July, 2013
Forgive me for thinking out loud. Insight--selling with Insight is what … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
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