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Articles by David Brock
You’re The Expert -- Aren’t You?

You’re The Expert — Aren’t You?

Customer Experience

Customers value sales people for their expertise. They want sales people to bring ideas, to help solve their problems, to help them improve and do better. It used to be,... read more

What Value Have You Created This Year?

What Value Have You Created This Year?

Strategy

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It’s December, we’re all caught up in a frenzy of activity—closing those final deals we need to achieve our goals, preparing for a fast start for next year, then preparing... read more

The Courage To Commit And Execute

The Courage To Commit And Execute

Strategy

There is never an end to the creativity of marketing and sales professionals in coming up with new ideas or programs. Developing new strategies and new programs is exciting. We... read more

“No Decision Made” Is Still A Competitive Loss

“No Decision Made” Is Still A Competitive Loss

Strategy

Depending on the research you look at, “No Decision Made” has a huge impact on results we produce. The lowest levels I’ve seen with leading market research firms is a... read more

Maybe It’s Us That Keep Our Customers From Moving Forward

Maybe It’s Us That Keep Our Customers From Moving Forward

Customer Experience

Surely I must be a heretic suggesting it’s sales people that keep our customers from moving forward. After all, don’t we give them new ideas about their businesses? Don’t we... read more

Sales Operations–Connecting Everything To Produce Results!

Sales Operations–Connecting Everything To Produce Results!

Sales Management

I spend a lot of time talking about sales managers, executives, and sales people. Often it’s on how we maximize our impact in connecting with customers, or maximizing performance –organizationally... read more

Insight Without Action Is Just Idle Chatter!

Insight Without Action Is Just Idle Chatter!

Strategy

Today, we are all trying to engage our customers with Insight. But so much of what people think of as Insight ends up prompting no reaction from the customer. Perhaps,... read more

“Let’s See How Much We Can Confuse Our Customers!”

“Let’s See How Much We Can Confuse Our Customers!”

Customer Experience

I actually wanted to title this, “Let’s See How Much We Can Screw With Our Customer’ Minds,” but decided against it. I know no company would purposefully try to confuse... read more

But My Manager Doesn’t Coach!

But My Manager Doesn’t Coach!

Leadership

If you are the sensitive sort, particularly about this topic, you may just want to skip this post, I’m a little angry. After writing, Who Benefits Most From Coaching, I... read more

“What Can You Do For Me?”

“What Can You Do For Me?”

Customer Experience

Wipe away all the fancy words and stuff we talk about in selling, the fundamental question we have to confront is that which is most important to the customer or... read more

Developing Insight—Just Read, Observe, Ask

Developing Insight—Just Read, Observe, Ask

Customer Experience

We struggle with developing Insight. Sure, we need help and support from marketing, product management, and others in the organization. But there’s a huge amount we can do on our... read more

Shared Objectives And Goals

Shared Objectives And Goals

Customer Experience

As sales and business professionals, we’re intensely goal driven. We’re driven to attain and achieve, we want to win, we want to achieve our goals. At it’s most base form,... read more

Who Benefits Most From Coaching?

Who Benefits Most From Coaching?

Leadership

Sometimes, I feel like I may be living on a different planet. I read all sorts of articles about coaching from some very thoughtful, smart, and successful people. Many of... read more

Is Your Customer Prepared For Your Sales Call?

Is Your Customer Prepared For Your Sales Call?

Customer Experience

Richard Ruff wrote a great article on Sales Call Planning, it provoked me to extend the discussion–with a twist. We know sales call planning is important. We want to make... read more

What’s All The Fuss About Social Selling?

What’s All The Fuss About Social Selling?

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There’ve been a lot of articles about social selling going around. As one would expect, many representing social selling as the answer to every sales person’s prayer. Many representing the... read more