Sales and marketing2021 Technology Sales Planning: Are the Right Hand And Left Hand In Touch?David BrockJanuary 1, 2021Channel management and sales teams often develop great sales plans. But failure to coordinate those plans often leads to revenue challenges.
Sales and marketingHow Your Technology Business Can Be Differentiated in 2021David BrockDecember 28, 2020Hint: In the technology market, your sales team is still the most important differentiator in the customer buying experience. Partners in Excellence's David Brock explains why.
Enterprise10 Questions to Ask to Ensure You Hit Your Q4 Sales TargetsKendra LeeDecember 16, 2020Kendra Lee says Q4 is the perfect time to pinpoint a handful of actionable goals and create a plan for achieving key sales targets.
EnterpriseYour Customers Aren’t Buying Your Product. So Why Keep Selling It?David BrockDecember 15, 2020Understanding customers' needs and business objectives, not your own need to sell a product, can help salespeople create value.
EnterpriseHow to Turn an ‘Action Plan’ Into a Well-Structured ‘To Do’ ListDavid BrockDecember 1, 2020David Brock of Partners in Excellence outlines the elements needed for action plans to be effective and impactful.
EnterpriseSales Forecasts: It’s About the Deal, Not the NumberDavid BrockNovember 25, 2020Getting forecasting right is about measuring and tracking the right metrics - it's not about the numbers, but about each deal.
EnterpriseWhat Virtual Selling Is – And Isn’tDavid BrockNovember 17, 2020Virtual selling (and buying) are hard to define, but they're important for ongoing success. David Brock explains.
Channel partner programs5 Tips to Get 2021 Channel Sales Off to a Fast StartSponsored by Forrester ResearchNovember 11, 2020Channel sales leaders must act now to hit the ground running on day one of 2021. Forrester's Stephanie Sissler explains how.
