I'm an unapologetic believer in the concept, "It's your God-given right to 100% … [Read more...]
Author: David Brock
You're Making The Number, But Are You Achieving Your Potential
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
Don't Cheat Your Customer By Not Closing Posted on March, 2013
My post, "But Will I Sound Too Salesy?" generated some interesting comments and … [Read more...]
"But Will I Sound Too Salesy?" Posted on March, 2013
I just got off the phone with a business owner. We were having a great … [Read more...]
Let Me Get Back To You..... Posted on March, 2013
You've finally gotten a meeting with that key executive. It's taken weeks to … [Read more...]
The Customer Designs Their Own Customer Experience Posted on March, 2013
We spend a lot of time talking about customer experience design. There is some … [Read more...]
Exchanging Value Posted on March, 2013
The discussions revolving around my post, Moving From Value Creation To Value … [Read more...]
What's Quality Have To Do With Sales And Marketing? Posted on March, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, … [Read more...]
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