Dave Brock

Value Creation, Are Your Customers Holding Up Their End?

I wrote, The Arrogance Of Creating Value For The Customer.  Most of the time when sales and marketing people speak about value, we think...

Cold Calling, Alive And Kicking!

Cold calling is alive—at least when you look at the number of posts proclaiming its death.  Also, judging by the number of “cold calls”...

Driving Growth Through Partnerships, A Discussion With Bill Corbin, CenturyLink

Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice President, Alliances and Strategic Partnerships for CenturyLink.  We had a wide...

What Sales Can Learn From Lean Manufacturing — Part 5

Whew, we are getting to the end of this series!  Thanks to those of you who have hung in and contributed.  I’ll be packaging...

What Sales Can Learn From Lean Manufacturing — Part 4

We’re almost through the 14 principles of lean manufacturing that underlie the Toyota Production System (TPS).  If you haven’t read the three preceding articles,...

What Sales Can Learn From Lean Manufacturing — Part 3

Ir you haven’t had a chance to read the first two articles in this series, take a moment to skim them, What Sales Can...

What Sales Can Learn From Lean Manufacturing — Part 2

As I mentioned in my prior post, there are a lot of people promoting the application of Lean Manufacturing principles in sales.  There is...

What Sales Can Learn From Lean Manufacturing

There a number of people with views that sales can learn a lot from manufacturing and applying lean and agile manufacturing methods to the...

Future Of Selling, Glass Half Full Or Half Empty?

There seem to be a couple of prevailing schools of thought promoted by self proclaimed experts on the Future of Selling. An increasingly dominant one...

“Fixing The Compensation Problem…..”

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” The ensuing discussion usually focuses on,...

Relationships Are Secondary To Sales Effectiveness

I find myself in an unusual position.  I’ve always been biased more to the science side of selling than the art side.  I believe...

Getting The Most Out Of Deal Reviews

Sales people spend a majority of their time doing deals–finding them, qualifying them, helping their customers navigate the buying process until they make a...

What If The Half Truths About Sales Were Absolutely True?

It’s not often I disagree with Anthony Iannarino’s take on things.  He recently wrote an article, 10 Half Truths About Sales. I really don’t disagree...

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Recently. I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the...

Are Your Sales Metrics Aligned With Your Business Strategy?

Not long ago, I spoke with a frustrated CEO.  His company was doing OK, but somehow not meeting his expectations . Like many companies, thee...

Is Sales Really About Sharing Content?

To some degree, a major function of sales people has been to be an information or content concierge.  Before Al Gore invented the internet,...

92% Of Top Sales Performers……..

Through 2016, we’ve conducted extensive research on sales performance, trying to understand the differences between top performers and everyone else.  We’ve reached some startling...

Leverage The Coaching “Multiplier Effect”

It seems to be a fact of current business life, all of us are time poor. We have more on our plates than we...

Let’s Start Talking About Sales Manager Enablement

There are 1000’s of articles, dozens of books on sales enablement.  In  the US alone, between training, technology, and tools, over $25Billion is spent...

Customers Aren’t Widgets

I’ve always thought sales is more science than art.  I believe selling is a set of disciplined processes, many of which can be “engineered”...

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