It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
Author: David Brock
But We Gave Them Everything They Wanted!?!
They Aren't The Enemy, They're Our Customers! Posted on October, 2012
We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
It's Supposed To Be A Pipeline, Not a Pipe Dream! Posted on October, 2012
Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]
Our People Are Not Commodities, They Are Our Differentiation! Posted on October, 2012
Unfortunately, too often the people in organizations are treated as … [Read more...]
Social Networking, Reciprocity, and Hypocrisy Posted on October, 2012
I've always approached networking and social networking from the point of view … [Read more...]
Forensic Prospecting Posted on October, 2012
Forensic Prospecting---I wish I could claim inventing this term, but the words … [Read more...]
Does LinkedIn Actually Impact Sales? Posted on October, 2012
LinkedIn has become a powerful tool for all sales and business professionals. … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Executing Company Strategy Posted on October, 2012
The sales organization is responsible for executing the company strategy with … [Read more...]
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