Dave Brock

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.…

Improving Sales Performance Without Changing “How You Sell”

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with…

“The Right Commission Plan Will Fix Everything….”

It’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission plan becomes part of the discussion. “Dave, if only we get the right commission plan, we will fix all our performance problems! Can you help?”…

Discovery, What’s Your Customer Learning?

We get discovery wrong in so many ways: We fail to do discovery. We jump straight to the pitch.We ask all the questions we are supposed to ask, without knowing what they mean and why we are asking them. Or we don’t pay attention to…

Building Your Personal Brand — Again

There’s a lot of discussion about how important it is for sales people to “build their personal brands.” I’ve written about this topic several times before, even using the same title before. But it’s a topic, as much as I wish would go away, doesn’t.…

Customers And Rational Behaviors

Too often, I’m in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don’t understand our products and why they are superior…..” (Of course it’s not their job to do that.)“They keep changing their minds….”“They aren’t…

Building On Shaky Foundations

It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise…

Do Your Salespeople Really Understand Their Numbers?

Every year, I meet with thousands of sales people and sales managers. Inevitably the conversations focus on sales performance and achieving their goals. We try to help them understand the leverage points in achieving their goals, and how that drives their focus and activities. We…

Do We Need Sales People Any Longer?

Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “Do we need outbound sales any longer?” He followed that with a post. As I reflected on the question, I think we can only discover the answer…

Understanding Leverage

Leverage is an important concept in business, sales, and marketing. Unfortunately, we spend too little time understanding leverage and identifying leverage opportunities in coaching and developing our people. Perhaps, our aversion to leverage is the negative connotations of the word. Too often, it’s construed as…

High Performance Selling, Putting The Pieces Together

Have you ever put together a jigsaw puzzle? Recently, I was sitting in a hotel lobby. The staff had put out one of those 1000 piece puzzles. It turned out to be a fascinating social experience–strangers were sitting down together, trying to place pieces in…

Looking For Answers In Different Places

This week, I had the privilege of sitting with some of the smartest people I know. We were talking about the challenges both sellers and buyers face in solving buyers’ problems. As we studied research, and shared ideas/experiences, there were some fascinating insights. There were…

New Posts