Time to Cut Your Sales Expenses?
A corporate controller recently asked me: “How do I chop sales expenses? What should the right level of sales expense be?” But was he asking the right “cost of sales” questions?
Rethinking Technology Sales Skills and Competencies
We must equip our sales people, teams and organizations with the skills & competencies critical for the coming years. Here’s where sales leaders must start.
The Hidden Sales Productivity Drain
Do some research and analysis–measure your sales team’s time available for selling. You will probably be shocked and how low it is. David Brock explains.
Stop All This Nonsense About Value Add!
Still talking about value-add? Maybe you should talk about value creation instead. David Brock explains why.
How Sales People Can Overcome Technology Commoditization (Forever)
While our products will eventually become commoditized, what our customers face is unlikely to be commoditized. Here’s how to stay relevant.
How to Compress and Accelerate the Sales Cycle
The best way to compress our sales cycles are to help the buyer compress their buying cycle! David Brock explains how.
Future of Selling: Glass Half Full or Half Empty?
Too often, businesses focus their sales improvements on tools, automation and content. How about actually focusing on improving yours sales people?
Inbound Sales Leads vs. Outbound Marketing: Rethink Your Assumptions
Some folks are so busy with inbound sales leads that they forget outbound marketing. That’s a big mistake. David Brock explains why.