Top

Author Archive | Dave Brock

LinkedIn Networking Run Amuck!

Blog post by on September 1, 2014

I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything I could make up. This morning, I get two LinkedIn messages from the …

What We Can Learn From The ER!

Blog post by on August 29, 2014

If you’ve ever had the misfortune to be taken to an Emergency Room, you know the concept of Triage.  In triage, they aren’t trying to determine what caused your heart to stop, why you may have stopped …

What’s The Purpose Of Account Planning?

Blog post by on August 26, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts.  Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted …

Is The Email “Open” Really The Goal?

Blog post by on August 26, 2014

I read an intriguing post from Jim Keenan about Subject Lines That Work For Sales Emails. It showed an infographic about the subject lines that maximized email opens.  The top 5 are: RE:  (with 92% opens) RE:  …

It’s Never JUST A Sales Problem!

Blog post by on August 26, 2014

We often get called by execs, “We’ve got a sales problem!  We need your help,” or some variation on the theme.  It could be, “Sales isn’t doing their job,” “They aren’t making their numbers, what’s wrong with …

3 Behaviors That Drive Successful Sales People

Blog post by on August 24, 2014

Recently, I read a HBR Post by Ryan Fuller, 3 Behaviors That Drive Successful People.  My knee jerk reaction was, “Well duhhhh thanks for stating the obvious.”  In a kinder, gentler moment (I do have them every …

Stalled Deals?

Blog post by on August 23, 2014

We all have them, we know what they look like.  They’re stuck.  We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes.  Sometimes, …

If You Aren’t Building Value, Someone Else Is!

Blog post by on August 22, 2014

Well, actually, even if you are building value, someone else still is.  We win by creating superior, differentiated value–relevant to the customer.  But I’m getting ahead of myself. If you’ve been reading this blog for any period of …

Stop Wasting Time On Forecasts!

Blog post by on August 20, 2014

Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts.  An article I wrote several years ago, The Most Used, Useless Metric In Sales has been republished …