Our websites are filled with content about our 'unique value propositions," … [Read more...]
Author: David Brock
Value Is A Mystery.....
Creating Places Where People Want To Work Posted on August, 2021
A new word/concept is creeping into my vocabulary, "The Great Resignation." I … [Read more...]
On Qualifying! Posted on August, 2021
Qualifying our prospects/customers is critical for sales people. We want to … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
Buzzword Bingo Posted on August, 2021
Every once in a while, some colleagues and I play a game of Buzzword Bingo. We … [Read more...]
The Tedium Of Change Posted on August, 2021
Change is a popular topic. Simultaneously, we celebrate, embrace, resist, and … [Read more...]
The Future Of Work Is Not About Where We Work From Posted on August, 2021
I am probably sounding like a broken record. I apologize, but I think we are … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 2 Posted on August, 2021
It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
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