"Technology Sales" Posts

Technology Sales: Am I Being a Pest?

We are not equipping sales people to have the right conversations with customers – and that can mean poor results. David Brock explains.

How Customers Qualify Technology Partners

Customers are constantly qualifying sales people. David Brock explains why it’s critical to earn the right to continue being considered.

The Customer Doesn’t Care About Your Number

It’s not the customer’s job to help you make your numbers. The only way you make your numbers is helping the customer solve their problems. David Brock explains.

Idea Lightbulb

What Customer Problems Do You Solve?

Our customers don’t care about what we do. They don’t care about our capabilities. They are worried about their businesses, problems and opportunities.