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Posts by David Brock

Do Customers Really Have a Buying Process?

Can we really align sales process with our customers’ buying processes. David Brock from Partners in Excellence offers a reality check.

Got the Right Sales People on the Bus? Two Tools Can Help

Here are two basic tools to get the right sales people on the bus and in the right seats. Plus, how to develop their capabilities to perform at the highest levels possible. David Brock explains.

Do Customers Really Want A Frictionless Buying Experience?

In the absence of this friction, we might never move forward. That includes the customer buying process.

Journey Walk Feet Legs

Guiding Our Customers On The Wrong Buying Journey

Website cookies, analytics and machine learning can serve your customers the information they’re seeking. But what if those customers are asking all the wrong questions?

An Alternative To High Pressure Selling

Rather than High Pressure Selling, what if your sales team focused on the customer perspective — and High Urgency Buying?

When Will We Stop Thinking Our Customers Are Stupid?

Far too many sales and marketing people think customers are stupid. That’s downright wrong. Here are the symptoms and the errors of our ways.

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Sales Prospecting: How Much Pre-call Research?

How much pre-call research do you need to do to be effective in your sales and customer prospecting? Frankly, it’s a really loaded question. But here’ some guidance.

Build Vs Buy: Your Customers’ Technology Debate

The “make-versus-buy” decision is a rational process our customers go through in solving their problems. There should be no remorse about choosing to buy rather than building a solution on your own.

Think It’s Hard To Sell? It’s Harder To Buy!

The next time your sales team complains about customer indecision, ask them if they have ever considered the sales process and buying process from the customer point of view. David Brock explains why.

Can Revenue Really Be Predictable?

Building predictable revenue streams is nothing new to sales. A more interesting question is, “What drives unpredictability in revenue, and what can we do about that?”