Dave Brock

“CRM Compliance”

Talking about CRM is sure to provoke huge amounts of discussion, pro and con, about these tools. First, it’s a huge revenue generation sector for the CRM providers. I’m told it’s roughly $40B/annually. And I’m not certain that includes revenues for all the apps that…

“You Are Doing Everything Wrong!”

I got one of “those” emails. It was from some self proclaimed expert citing research from “millions” of situations. They posed a number of sales scenarios in the form of, “Are you doing this……” It turns out, our team normally does at least 50% of…

Sales And “Product Led Growth”

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We can go back in history, as far as you choose, learning this hot…

Wearing A Blue Suit Drives Higher Win Rates

Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins, 95% Of Sales People Did This One Thing.” Those conclusions are still valid. But we’ve learned some new thing. One…

Time Available For Selling

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses). We want to reduce and eliminate as many of these…

When The Incremental Cost Of Stupidity Is $0

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. In the “old days,” many of our techniques were oriented around F2F, direct marketing, and telephone calls. We looked at the cost…

The Forecast Review

We are only a few days into a new quarter, but I’m deep into forecast reviews. We are both discussing performance on last quarter’s forecast and doing the forecast for the current quarter. I was talking to one manager about his forecast. His team typically…

Starting Over

Sales is one of the few professions where we get to start over in the New Year. Regardless how we did in the previous year, we are now reset to zero. In reality, the concept of starting over in the New Year is more symbolic.…

When Prospecting Isn’t Enough!

It seems universal, we don’t have enough in our pipelines, we have to prospect. We have to find more opportunities. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. Where reaching out to 100 prospects no longer works,…

Provide Coaching Or Feedback?

We live in worlds of ever increasing complexity. Somehow, in our attempts to deal with complexity, we seem to seek simplistic answers (There is a huge difference between simplifying and simplistic) The most recent example I’ve run across ans an article posing the issue as…

“Buyer’s Remorse” Grows Up

When I first started selling — way back in the dark ages — one of the things I learned about was “buyer’s remorse.” It was the tendency for customers to start second guessing themselves after they made a decision. Buyer’s remorse was a bit of…

Pricing And Discounting Are Different!

As usual, I’ve stuck my nose into some on-line discussions. This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Bob Apollo kicked off the discussion with the premise: Discounting is a sign of failure. It’s something I wholeheartedly agree…

“Commander’s Intent,” Trust, And Sales Performance

In military history, there has long been the concept of “Commander’s Intent.” Great leaders recognized they could never anticipate and plan for everything that might happen in battle. Rather than giving orders that might try to dictate what to do in every possible situation, commander’s…

False Choices: Transactional Versus Solution Selling Approaches

Often, I get into conversations about the sales approach a company deploys. There are questions of, “should we be transactional, product, solutions, consultative focused?” Often, particularly with XaaS companies, the executives leap to the conclusion, “We have to be transactional, “SaaS” focused. We want to…

Apples And Oranges

Let’s imagine that for some reason you want to evaluate the performance of apples. You might develop criteria and compare apples to those criteria. You might do a comparison, for example looking and apples and oranges. You’d immediately observe apples are relatively thin skinned fruit,…

Data, Data Everywhere….

“Water water everywhere, Nor a drop to drink…” is a famous line from Coleridge’s “The Rime Of The Ancient Mariner.” At a recent lunch, my friend, Tim Ohai, and I were talking about problems we see with too many managers. Today’s tools provide sales people…

“The Art Of The Bluff”

I was stunned and appalled to read an article sponsored by a major sales publication promoting the “Art of the bluff.” The author was cautious to highlight the negative connotations around bluffing–the feeling of manipulation, the proximity to lying, and the knife edge a “bluffer’…

How Performance Reviews Can Kill Organizational Culture

I’m an unabashed fan of Shane Parrish and the Farnam Street Blog. I study everything they publish, listen to every podcast, read every article and book they reference. It is the single smartest site I have ever found, I encourage everyone to visit and learn…

“The Boom In Sales Technology”

I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We see the MarTech and other charts, with 1000’s of suppliers,…

It’s Account Planning Season, Again

Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align resources and activities with the customers that represent the most potential and opportunity. We are approaching the end of the year, everyone is involved in…

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