Dave Brock

Design Your Sales Calls For Success

Some years ago, we did research on the effectiveness of sales calls and meetings.  We focused primarily on meeting on qualified opportunities, not prospecting...

Putting Yourself In Your Customers’ Shoes

As sales people, we need to put ourselves in our customers’ shoes. Organizationally, we need to understand their business, markets, industry, key strategies/drivers, key challenges,...

The Missing Link In Sales Performance

Every sales executive is constantly struggling to improve the performance of their organizations.  The data on percent of sales people achieving their goals, percent...

Sales Manager Enablement

Thanks to people like Mike Kunkle, Tamara Schenk, Jason Jordan, Mike Weinberg, and others; the importance of Front Line Sales Manager Enablement is getting...

You Get What You Measure/Compensate For!

It’s an age old adage, “You get what you measure and compensate for.” If it were true, why do we have such a gap in...

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...

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