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Author Archive | Dave Brock

Creating Crap At The Speed Of Light!

Blog post by on July 30, 2014

Everyone is talking about social selling!  We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before.  Social selling dominates many conversations. Many would have you think social selling (social …

Are You ‘Pissed Off’ Enough To Be A Top Performer?

Blog post by on July 29, 2014

I saw a brilliant video by Tom Peters, Innovation:  Angry People Make Change, be sure to watch it. Being pissed off, angry, impatient is an important concept around success–particularly in sales. Now before some of you jump …

Why I Won’t Respond To Your Email!

Blog post by on July 24, 2014

I get at least a couple 100 emails a day (not including the SPAM).  A lot of them are trying to sell me on something.  Most I quickly delete, but some are interesting and intriguing. Some of …

Weighted Pipelines And Forecasts

Blog post by on July 23, 2014

I have to admit, I’ve never been able to figure out the value or meaning of the weighted pipeline and forecast.  It’s one of those things that is embedded in every CRM system, it’s one of those …

Confusion About Metrics

Blog post by on July 22, 2014

I recently read an article from someone I respect, “Revenue Is Not A Metric.”  To be honest, I was confused–as I read the article, there was some clarification–”revenue is a result….” As I usually do, when I …

Dealing With Ambiguity

Blog post by on July 21, 2014

Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face.  Unfortunately, in the real world of buying and selling, there are no right …

Closing The Gap–Achieving Our Goals!

Blog post by on July 15, 2014

We’re well into the second half now.  The first half is behind us, many are breathing a sigh of relief. Did you make your numbers?  Did you hit your targets?  Have you achieved your Year To Date …

“Target Close Date” Must Be Kept Sacred!

Blog post by on July 13, 2014

The “Target Close Date” is one of the most important aspects of pipeline, forecast, and deal integrity.  Anything else in our deal strategy can change, but the Target Close Date must be kept as sacred! Now before …