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Home / Archives for Sales Process

Sales Process

How Will You Justify This to Your Management?

Feb 23, 2015 By Dave Brock

Too often, our customers focus on price, consequently we focus on price—after all we want to be responsive to our customers.

Filed Under: Sales Activities Tagged With: Dave Brock, Sales Process

Sales People Are Not Automatons!

Jan 2, 2015 By Dave Brock

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.

Filed Under: Sales Activities Tagged With: Dave Brock, Sales Process, Sales Strategies

You Have to Start at the Beginning

Sep 8, 2014 By Dave Brock

Data shows customers may be 57-70% through their buying process before sales is engaged. Yet we’ve missed the most important part of the buying process.

Filed Under: Sales Activities Tagged With: Dave Brock, Sales Process, Sales Strategies, Solving Problems

Shifting Our Perspective: Who Has the Problem We Solve?

Aug 5, 2013 By Dave Brock

The shift in perspective is small, but its impact on our results is profound. Stop looking for people to sell your products, services, and solutions to. Look for the people who have the problems you solve.

Filed Under: Sales Activities Tagged With: Customer Acquisition, Dave Brock, Sales Activities, Sales Process, Sales Strategies, Solving Problems

Do You Understand Your Differentiation? Does Your Customer?

May 13, 2013 By Dave Brock

Over the past few weeks, I’ve written a number of posts about Value Propositions and Pricing. They’ve generated a lot of conversation in various venues. One of the things that’s struck me is the lack of discussion on differentiation.

Filed Under: Marketing Your New Business Tagged With: Dave Brock, Differentiation, Marketing Strategy, Marketing Your Business, New Business, Pricing, Sales Process, Understanding Customers, Understanding Differentiation, Value Proposition

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