E127 Part 2 - DRIVING SALES PRODUCTIVITY: Value Selling From the Productivity View
The average sales rep spends about half of their time selling and the other half of the time doing other stuff. If we can get their selling to at least 60 or 70%, that can be a huge difference. In this episode of Tech Sales Insights, Randy welcomes Bill Walsh, Senior Vice President of Global Operations at Dell Technologies.
Today, Bill talks about how they view value selling and how to tackle in from the productivity side. He also discusses whether ops, enablement, or someone else should own account planning. Bill also shares some trends that some go-to-market leaders aren't thinking about yet.
INSIGHTS OF THE DAY
BILL: BUSINESS PROCESS REENGINEERING FOR MAXIMUM PRODUCTIVITY
“And again, a lot of companies, you know, you people have built tools and processes in place to solve a particular problem. And then they never go back and say, do I still need that in place? So it's, we've done a lot of fundamental like streamlining, simplifying, you know, breaking down those processes to make sure that we're getting value."
Don’t miss out on our previous episode and watch out for the next ones!
- E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level
Find out more about Bill Walsh in the links below:
- LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/
- Website: https://www.dell.com/
This episode of Tech Sales Insights is brought to you by:
- Sales Community: https://www.salescommunity.com/
Alexander Group:
https://www.alexandergroup.com/
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