Customers are constantly qualifying sales people. David Brock explains why it’s critical to earn the right to continue being considered.
Sales people and customers waste huge amounts of time and resources on deals that are not and may have never been “real.”
Beyond ICPs and personas, David Brock examines a number of other dimensions used when identifying customers that might have a need to buy.
Qualifying is not an event that is ever entirely complete. It is an ongoing part of building a lasting relationship with the customer.
Sales pros should be be developing Ideal Customer Profiles (ICPs) to help focus engagement strategies on the customers they can best help.
Sales often obsesses over price and fails to look at all the other issues that are so much more important to the customer.
Finding quality leads and maximizing our ability to win will improve our impact, effectiveness, and market share.
David Brock explains why it’s imperative that sales professionals continue to evolve their thinking about value and value creation.
Selling without discounts would require salespeople to focus on customer success and the value that is created with them.
The secret to sales is that there are no secrets to sales. David Brock explains that, to succeed, we just have to do the hard work.