Dave Brock

Why Do 95% Of Customers Buy The Last Day Of The Quarter?

If I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. At least that’s the data sales people tend to…

Deal Strategies, Helping The Customer Buy

Recently I wrote, “What If We Kept The Target Close Date Sacred?” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of…

What If We Kept “Target Close Date” Sacred?

Just finished one of those “aha” conversations with a client. Thought I would share the concepts with you. One of the things I pay a lot of attention to, as I review pipelines or deal strategies, is the Target Close Date, and how many times…

“They Aren’t Using CRM!!!”

The first time a sales manager made this statement to me, in frustration, was about 20 years ago. Since then, it’s become the common complaint I hear from managers (If I had a nickel for every time…….) It’s what happens next that explains a large…

The Pipeline Review

I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews are a great starting point for the process, a good pipeline review helps identify and isolate potential challenges as well…

We Don’t Lose Because Of What We Sell!

Sit down with most sales people doing a loss review. The majority of the reasons cited for losing are: PricePriceProduct deficienciesRestrictions in how we do business, contracts, etc.Price According to sales people, why we lose has little to do with our own performance. Ask customers…

Disciplined Execution, The Secret To Success!

Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success. In sales and marketing, we are no different. We constantly look for that silver bullet that drives sales and marketing success. And…

What About The Forecast?

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast accuracy, but we will never be perfectly accurate. Even the dictionary calls it a prediction…

Leadership, Patiently Impatient

I got a call from one of the most inspiring leaders I know: “Dave, I’m so frustrated, I have a vision for what we could be doing to grow the business, I think we can achieve so much more than we are–we are making our…

On Innovation

Innovation is important. We all know there is a limit to doing the same old things, over and over. Even though we may do them in greater volume or greater velocity, over time they become…….well old…..and not very effective. So we struggle to innovate. We…

“I’m Drowning In Reviews!”

Recently, I was speaking to a number of sales execs. We were talking about how to improve the performance of their teams. One manager in frustration said: “I’m drowning in reviews, it seems I spend all my time in deal, account, pipeline, forecast, prospecting, and…

Learning From Our Failures

As much as we want to, and should, focus on our sales successes, a large part of sales has to do with failure. We win some, we will always lose some. We try a certain approach, say a prospecting program, or a new sales initiative,…

Sales Pipeline, Quantity Or Quality?

You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too quickly…… Now, I’ve got you worried and wondering, particularly long time readers. Many of you would say, Quality. You would be partly right. “Aha,” you…

“I Don’t Have Time To Coach/Do Reviews!”

I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the discussion, one manager has the courage to say what everyone else is thinking: “How do I find the time to do this? I’m…

I Have A Problem With “Storytelling”

Storytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting everyone to respond as Dr. Spock did in the old Star Trek series. While we have known we…

The Fastest Way To Fix Sales Performance

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. Somehow the miracle cures seem to be: “Just train your people to do these 3 things….”“Do this one thing…..”“Implement this new…

Sales Coaching, One Size Never Fits All!

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way–when what they really need may be very different. Let me use an example. It is actually based…

Please Hire My Solution

Think of the last time you were looking for a job, or being interviewed for a position you really wanted. What did you do to present yourself most positively and get selected over those competing for the role? You probably: Did your homework, researching the…

Sales Performance Improvement, Where To Start

I wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?” Here are some thoughts: “One size fits all:” Too often, we have a “one size fits all” approach to performance improvement. We focus on one…

Insight Is Always Contextual!

HBR recently published an article, “Why ‘Tell Them Something They Don’t Know’ Is Bad Advice In B2B Sales.” The title is very “clickbaity,” upon reading it, the theme was very different, though perhaps not well explained. I don’t think anyone would argue, insight is important.…

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