Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
Author: David Brock
On Being Customer Centric
Sales Goals Or Sales Process, Which Is Most Important? Posted on July, 2010
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
Are You Playing At The Top Of Your Game? Posted on July, 2010
I know, I know, we use way too many sports metaphors to talk about selling. But … [Read more...]
May I Speak To Ms. Company Inc? Posted on June, 2010
I got a really interesting email today--actually, I get these emails … [Read more...]
Are You Selling Within Your Own Company? Posted on June, 2010
I'm constantly surprised by how poorly many sales people communicate within … [Read more...]
What Happened To The Conversation? Posted on June, 2010
This morning, I was out for my morning run around the lake. Up ahead, I saw a … [Read more...]
For Sales Success - Everything Passes Through Finance! Posted on June, 2010
In Tom Peters' The Little BIG Things, on Item #46, he makes the point that … [Read more...]
7 Questions You Must Be Able To Answer To Win The Deal! Posted on June, 2010
I'm constantly about how few sales people really understand what their customers … [Read more...]
Call Avoidance Posted on June, 2010
I've fallen into a trap, it seems my preferred mode of communication is becoming … [Read more...]
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