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"Sales" Posts

Can You Convince Your Customers to Buy?

To convince customers to buy, salespeople must help them open up to alternative points of view and find some reason to consider change.

Build a Stronger Social Media Presence with a Unique Value Proposition

An effective UVP focuses on what your customers want and what your business does well for their audience via social media platforms.

Is Your Solution Easy to Buy?

Just because our offerings are easier to sell, doesn’t mean we will sell more. We need to think about how we make our products easier to buy.

Management Isn’t for Everyone – Nor Should it Be

Companies need career paths and development for individual contributors, or they risk losing some of their most experienced and best people.

Focus on the Customer, Not the Cost!

Don’t let your customers buy based on price or on TCO. Focus on the total business results, and the business outcomes for customers.

“Free” is Meaningless if the Customer Doesn’t Care

If the customer doesn’t have the problem you solve, deeply discounted or free offers are meaningless, David Brock explains.

What if We Focused on Selling Instead of on Sales?

Changing your mindset from thinking about sales to thinking about selling can change your perspective and relationships with buyers.

12 Questions to Ask When Reps Are Losing Sales

In today’s challenging sales environment, good sales discipline can help fill your sales funnel with opportunities you can win.

Why Does Your Bot Want to Talk to Me?

Automation won’t help your sales org overcome volume or velocity challenges if they’re asking the wrong questions. David Brock explains.

AI and the Sales Rep: Where Does the Machine Stop and the Human Begin?

What AI functions can replace the sales rep, and what functions should reps continue to perform, influence or oversee?