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Author Archive | Dave Brock

If You Aren’t Building Value, Someone Else Is!

Blog post by on August 22, 2014

Well, actually, even if you are building value, someone else still is.  We win by creating superior, differentiated value–relevant to the customer.  But I’m getting ahead of myself. If you’ve been reading this blog for any period of …

Stop Wasting Time On Forecasts!

Blog post by on August 20, 2014

Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts.  An article I wrote several years ago, The Most Used, Useless Metric In Sales has been republished …

Who Is The Customer Experience For?

Blog post by on August 16, 2014

The answer to this question seems obvious, the customer experience, whether it is buying, post buying, or anytime they engage our company, is for the customer. It’s the experience they should have in every interaction with our …

You Won’t Win With The Best Product!

Blog post by on August 12, 2014

Sales people are obsessed with products.  We know every feature, function, feed, and speed.  We know the most nuanced details of the product and how it’s used. We know the competitors, comparing each thing the competitor does …

QoS–Quality Of Service

Blog post by on August 11, 2014

We’ve all experienced it, our mobile phone rings, upon answering all we hear is static.  We move to another location — in pursuit of the ever elusive bars, usually shouting something like, “Can you hear me now?” …

When Are We Going To Integrate Sales And Marketing?

Blog post by on August 5, 2014

We know customers want to us to engage them differently.  There’s all sorts of research that says customers want to self educate.  Other research showing that customers are engaging sales people later in the process–largely after they …