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Author Archive | Dave Brock

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 …

The Trial

Blog post by on July 11, 2014

For the salacious readers, no this isn’t a post gossiping on the courtroom antics of the most current troubled celebrity or politician (as much fun as it might be to comment on them).  I wanted to address …

Surprise!!!

Blog post by on July 10, 2014

Surprise!!!  It may be fun for a birthday party, but it’s never fun in sales.  It means that somehow our carefully thought out approach has suddenly been thrown into disarray.  The great progress we thought we were …

The Questions We Are Afraid To Ask

Blog post by on July 8, 2014

I wrote, If You Were In Your Customer’s Shoes, What Would You Do?  Gary Hart offered a thoughtful comment that got me really thinking (as his comments so often do). Gary posed the idea, in our very …

The Problem With Turnover

Blog post by on July 4, 2014

Before my non-US followers get in an uproar, I’m not talking about the revenue type of turnover.  I wanted to spend some time discussing sales rep turnover.  I worry too many sales executives spend too little time …