Category: Transformation

Let's Put An End To Product Training!
Posted on December, 2011

December 13, 2011 by David Brock 9 Comments

I can already hear the distress from product managers and product marketing … [Read more...]

December 12, 2011 by David Brock 4 Comments

Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]

December 11, 2011 by David Brock 3 Comments

I've been writing a lot about the importance of sales people challenging their … [Read more...]

A colleague, someone who's been at the top of his game in sales training for … [Read more...]

There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]

Over the past month or so, there's been a huge amount of conversation about … [Read more...]

Imagine a contest. You've landed in a city you've never been to before. You're … [Read more...]

We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]

November 27, 2011 by David Brock 2 Comments

Having a differentiated value proposition, creating value for your customers is … [Read more...]

November 24, 2011 by David Brock 2 Comments

Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]