Dave Brock

Buying Process Or Selling Process Or Sales Methodology

Recently, I’ve seen a renewed interest or discussions on Buying Process, Selling Process, Sales Methodology.  Part is driven by an old article of mine, Sales Process or Sales Methodology. There still seems to be a lot of confusion, some thinking we have to focus on one or the other.  And then, unfortunately, there are too many, [...]

What’s Your Bell Curve Look Like?

We tend to think about organizational performance in terms of “bell curves” or some sort of distribution curve.  The typical bell curve looks something like this: The performance of our people is on the X (horizontal) axis, the number of our people is on the Y (vertical) axis.  The bell curve typically has us thinking that [...]

“Old School Prospecting”

I’ve been working with a fascinating new client.  We’ve been looking at how to improve their prospecting results. It’s been a fascinating project, in some sense, I may be learning more from them than they have from me–but they seem excited about the changes we are introducing. First, a little background.  They wouldn’t be offended, but what [...]

If People Buy From People, Why Are We Racing In The Opposite Direction?

In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant.  There’s probably a lot of data that...

Do Customers Really Have A Buying Process?

It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes.  I write about it constantly, as...

The Power Of “Yes, And…” In Coaching

Too few managers actively coach.  CSO Insights Data indicates the majority of manager spend less than 2 hours a week coaching—total!  Too often, what...

Digital Sales Transformation In A Customer First World

The Digitization Of Business impacts every business and virtually individual in the world.  It’s this and the next decade’s industrial revolution. The digitization of business...

Do Customers Really Want A Frictionless Buying Experience?

It seems to be fashionable to talk about creating “frictionless buying experiences?”  I suppose the concept draws readers, perhaps it’s an extreme expression of...

Is Social Selling Missing The Digital Revolution?

Step back a little more than a century as electricity was being commercialized.  I’m sure in bars and meeting rooms, sales people and marketers...

The Future Of Sales

I have been invited to participate in a discussion on the “Future of Sales,” with a small group of wickedly smart practitioners.  I can’t...

Automating Sales Coaching

The sales automation suppliers are catching onto the idea of leveraging technology for sales coaching.  I’m not a complete dinosaur, I think there is...

The Faces Of Our Customers

Recently, I’ve been trying something new when I meet with clients.  I ask, “When was the last time you visited your customers–in a non...

Think It’s Hard To Sell, It’s Harder To Buy!

One of my biggest weaknesses is my impatience.  I do all sorts of things to control it, or at least mask it.  I sit...

“Amping Up” Your Pipeline Reviews

Managers spend an inordinate amount of time in pipeline reviews.  Largely, I think this is the result of lack of clarity of what they...

What We Get Wrong About Account Based Selling

Account based marketing and selling gets a lot of attention–it should.  There’s huge amounts of data about the cost of acquisition–the cost of growing...

Design Your Sales Calls For Success

Some years ago, we did research on the effectiveness of sales calls and meetings.  We focused primarily on meeting on qualified opportunities, not prospecting...

Putting Yourself In Your Customers’ Shoes

As sales people, we need to put ourselves in our customers’ shoes. Organizationally, we need to understand their business, markets, industry, key strategies/drivers, key challenges,...

The Missing Link In Sales Performance

Every sales executive is constantly struggling to improve the performance of their organizations.  The data on percent of sales people achieving their goals, percent...

Sales Manager Enablement

Thanks to people like Mike Kunkle, Tamara Schenk, Jason Jordan, Mike Weinberg, and others; the importance of Front Line Sales Manager Enablement is getting...

You Get What You Measure/Compensate For!

It’s an age old adage, “You get what you measure and compensate for.” If it were true, why do we have such a gap in...

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