Posts Tagged ‘Dave Brock’
What About the Customer?
All organizations constantly face the need to simplify their processes, workflow and costs. But in doing so, they can’t focus solely on their own internal operations.
Read More When All Else is Equal, the Lowest Price Wins!
When the customer perceives little difference between alternative solutions from vendors, the lowest price wins! And that’s how it should be, it would be insane for the customer to do anything else.
Read More Sales People Are Not Automatons!
Every customer is different, every individual involved in a buying decision is different. Our ability to engage each person in ways appropriate to them is critical.
Read More Are You Answering the Right Question?
Are you asking the right questions? Are you probing, reframing, even challenging to make sure you understand what they really are saying—even going beyond the words they use?
Read More Teaching Our Customers to Sell
“Selling,” internally, is critical to people getting things done and moving their initiatives, strategies, programs forward. Within organizations, there’s always selling going between people and groups, but people don’t tend to think of it that way.
Read More How to Ruin a Great Customer Experience
It seems really ironic that organizations can take a great customer experience and convert it to an awful experience just by asking you about your customer experience. I wonder who talks to the customer experience experts to tell them about the experiences they create?
Read More “Dear Occupant or Current Resident…” More Horrible Prospecting
I’ve decided to write a periodic series about bad prospecting letters. This series, will focus on bad prospecting letters from people who should know better.
Read More Beating Lower Priced Competitors
Until we understand what customers value, we have no way of presenting the value of our solutions or no way to create differentiated value. Until we determine what customers value, we have no context in which to create or build value.
Read More If We Make It About Price, We Force the Customer to Make It About Price
This post should be filed under the “I’m not creative enough to make these stories up.” A close friend is VP of Procurement for a very large multinational. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed.
Read More The Devil is in the Details
I suppose it’s human nature not to look at details. If I look at the pace of business and life, the workloads each of us have, it’s easy to gloss over things.
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