Achieving Sales Goals Through Helping Customers
Salespeople often talk about achieving goals through customers. But what about helping customers achieve their goals? David Brock explains.
How to Help Customers Deal With Uncertainty
Uncertainty is rampant in 2020. Partners in Excellence’s David Brock explains how salespeople can navigate and help customers make sense of it all.
How to Avoid Sales Prospecting Malpractice
Poorly designed, badly executed sales prospecting can tarnish your business reputation. Partners in Excellence’s David Brock explains how to avoid such setbacks.
Sales Dashboards, KPIs Alone Won’t Improve Your Company’s Performance
Sales dashboards and data are meaningless unless you understand and use the data within. David Brock explains.
The Future of Sales is Virtual
The future of sales is tied to changing customer behavior, reducing complexity and increasing value – not necessarily specific technologies.
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.