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.
Great Selling Is Habit Forming
Changing sales habits is more than understanding or learning good habits; it’s about practicing them relentlessly, for days and months. David Brock explains.
Compressing Our Customer’s Buying Process
What’s the real reason to accelerate a customer’s buying process? The answer involves the value the customer gets from the implementation of the solution.
Sales Leadership Is Not About KPI Monitoring
Too often, sales managers focus on “monitoring” their sales team’s KPIs (key performance indicators. Turn away from your CRM dashboad and do this instead.