Sales and marketingWhat to Include in a Sales Plan to Achieve Your GoalsKendra LeeJune 27, 2022Take these seven steps to organize your company's annual sales plan, according to KLA Group CEO Kendra Lee.
Channel marketsHow Customers Qualify Technology PartnersDavid BrockJune 27, 2022Customers are constantly qualifying sales people. David Brock explains why it's critical to earn the right to continue being considered.
Sales and marketingThe Top 10 Sales Hunting SkillsKendra LeeMay 27, 2022KLA Group's Kendra Lee says when you are hiring a salesperson to hunt, you want to be sure your candidate has these 10 skills.
Sales and marketingWhy Are We Satisfied With Poor Win Rates?David BrockMay 24, 2022David Brock asks why sales leaders aren’t alarmed by poor win rates, and why they aren’t seeking to drive those rates higher.
EnterpriseTop Sales Leaders Do More of ThisDavid BrockMay 19, 2022Top performers do a lot of the same things that poor performers do, so what drives the difference? David Brock explains.
EnterpriseTechnology Sales Proposals: Which Decision Maker Said No and WhyDavid BrockMay 12, 2022Consensus isn't just about everyone saying yes, it's the avoidance of saying no. Partners in Excellence's David Brock explains.
Channel marketsIn Praise of ‘Lazy’ SalespeopleDavid BrockApril 29, 2022There’s more to success than just hard work or the ability to overcome adversity. David Brock admires 'lazy' salespeople who work smarter, not harder.
