2021 Technology Sales Planning: Are the Right Hand And Left Hand In Touch?
Channel management and sales teams often develop great sales plans. But failure to coordinate those plans often leads to revenue challenges.
How to Compete Without Discounting Prices
Should sales people resort to pricing discounts to win business and avoid lost deals? David Brock of Partners in Excellence offers guidance.
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.
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.
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.