All sales people, today, sell solutions. At least that’s what most sales people … [Read more...]
Author: David Brock
Focus On Your Customer's Need To Buy, Not Your Need To Sell!
Surviving Through Tough Times, Things We've Learned Posted on February, 2009
A client called my attention to an article that I wrote during the last … [Read more...]
It's Not Your Customer's Responsibility To Do Your Job! Posted on January, 2009
Yes, this is another post about what professional sales is all about.It seems … [Read more...]
Dramatically Increase Sales! Posted on January, 2009
Seth Godin seems to come up with the simplest and thought provoking ideas. I … [Read more...]
Does Management Really Want The Truth? Posted on January, 2009
I'm a great fan of Michael Wade's column in US News and World Report. He just … [Read more...]
How To Handle An Established Sales Rep Who Won't Engage In New Account Development? Posted on January, 2009
Paul Castain raised this issue at LinkedIn. It's an interesting question. Let me … [Read more...]
Sales Manager: Stop Wasting Your Time On Coaching Meetings! Posted on January, 2009
I get complaints from both sales people and managers on the topic of coaching. … [Read more...]
As A Sales Manager, What Would Your Top 3 Activities Be? Posted on January, 2009
David Batup raised an interesting question on the Sales Best Practices group in … [Read more...]
Why Do Sales People Have Such A Bad Reputation? Posted on January, 2009
It's Friday evening, I'm cruising some of the blogs and other forums as I wind … [Read more...]
No Grin-F#!?ing Allowed! Posted on January, 2009
Well, I've got your attention with the implied profanity! Sorry about that, but … [Read more...]
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