Dave Brock

Discussing The Role Of Sales Leadership In Driving Performance

Recently, I had the privilege of speaking to Noah Goldman on the Enterprise Sales Podcast about the importance of front line sales managers in maximizing...

I’m Really Confused About Account Based Marketing

Account Based Marketing/Selling—“Account Based Everything” is all the rage right now.  Some very smart colleagues, including Craig Rosenberg and Matt Heinz are real leaders...

Helping Your Buyers Look Beyond Themselves!

We know we need to be customer focused.  We know that we are most effective when we focus less on what we sell, but...

Account Management, The Challenges Of Incumbency

Account Based Everything is a huge topic these days.  Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing...

Hunters In Major Accounts?

Recently, I’ve been having a number of discussions on account based strategies, major/global account coverage.  To be honest, I’m stunned with some of the...

Training Our Customers To Want The 57%!

There’s so much misunderstanding about the data point published by CEB a number of years ago, “Customers are 57% of the way through their...

Focus On The Customer Journey, Not Their Buying Journey

Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey.  We’ve finally recognized the customer...

What Value Are You Creating For Your People?

Some managers reading this title will be thinking, “Dave, you’ve got this backwards, they’re our people, our employees, they work for us.  They need...

There Is No Disqualification Fallacy! Disqualification Is Critical!

It’s not often that Anthony Iannarino and I disagree.  When we do, it leads to a richer discussion where we both learn and converge...

What About Seller Personas?

By now, hopefully, everyone knows the importance and power of Buyer Personas.  Understanding who our buyers are, what drives them, how they are measured,...

Can Sales Really Create Value?

Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits...

Putting Aside Our Agenda For The Customer’s

Gary Peyrot asked a great question recently,  He had read, “What Would Happen If We Saw Things The Way Our Customers Saw them?“ He ask,...

Sales Leadership Dysfunction — Dysfunctional Compensation Plans

My last post inn this series was “Super Hero Sales Managers.”  I hesitated for a moment discussing this topic–sales compensation plans.  In many ways,...

How SaaSy Is Your Sales Model?

SaaS has become all the rage of businesses these days.  Of course it’s attractive when we see the number of SaaS unicorns or when...

Your Value Proposition Isn’t What You Say

I’m amazed at the number of sales people that continue to think their value proposition is a pithy sentence that you say to a...

We’ll Fix Performance Problems In The Commission Plan!

I’m amazed by the number of calls I for advice on compensation and commission planning.  It’s not the usual thing about how to put...

High Velocity Prospecting

I’m a huge fan of high velocity outbound calls — at least when done well.  Recently, I needed to buy a new car, my...

The Customer Journey, Is It Really That Predictable?

I saw the Princeton Marching Band for the first time in the early 80’s.  I was working in Manhattan, a few of my colleagues...

“If You Take Away Your Products, What’s Left?”

I read a wonderful quote from Colin Shaw, “If you take away a company’s products, what do you have left?*” It’s a critical question each...

Is Your Prospecting Call Relevant?

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool.  Within minutes, the phone rings,...

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