Who Are Your Target Customers (Now)?
Too often, our marketing attempts to reach everyone who fogs a mirror. Instead of casting a wider net — focus on where you can have the biggest impact.
Sales Prospecting Tips Amid the Pandemic
There are big technology sales opportunities amid the coronavirus pandemic. But we need to be very focused & selective with those we prospect.
Role Clarity for Sales People: 20 Questions to Consider
Sales team members need to understand their jobs/roles–not just the activities, metrics & compensation plan. They need a deeper understanding & context.
Predictable Revenues: Rethink the Selling and Buying Relationship
Redefine how you look at your sales challenge. Instead, help customers achieve their goals and solve their problems through predictable purchases.
The Secret to Sustained Business Success: Disciplined Execution
If we examine what drives and sustains great business and personal performance, it is constancy and disciplined execution. David Brock explains.
Why Sales People and Manager Churn Rates Are Unacceptable
We are completely turning over our organizations–management and sales people — roughly every 3 years. That churn rate is unacceptable.