E127 Part 2 - DRIVING SALES PRODUCTIVITY: Value Selling From the Productivity View
b"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.\\n\\nToday, 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."