Dave Brock

Three Most Important Metrics In Sales

I hesitated writing this, I’m calling out a colleague who I think is providing very well intended, but misleading advice. This individual is genuinely trying to be helpful, he’s trying to simplify something that tends to get very cloudy and confusing. In sales we are…

What Do Uber Drivers And SDRs Have In Common?

Think of this post more as a thought experiment or even a wild ass prognistication. What do Uber drivers and SDRs have in common? Let’s look at Uber first. Uber has made it very clear, autonomous vehicles are their future. There are a lot of…

The Sales Conversation

In some recent projects, I’ve had the opportunity to analyze sales conversations. I’ve been tracking conversations sales people are having, from the very first conversation to the closing conversations. We know each conversation is different, they vary from company to company, customer to customer. But…

If We Fixed Sales Execution, Would We Fix Sales?

Let’s try a thought experiment. You will see some of the assumptions are very simplistic, they will become obvious as we move through the thought experiment. They don’t impact the thought experiment. For the moment, suspend your judgement and bear with me. The reason I…

Knowing “How To Win,” Makes You A Better Prospector!

Social media channels are dominated by top of the pipeline/funnel thinking. The answer to making your numbers is always more demand gen, lead gen and prospecting. There are battles between pundits on which approach is better. For example the traditional prospecting camp and the social…

The Sales Person As “Contextualizer”

Context is everything! Each of our customers is different, each company has different goals, strategies, priorities, challenges, cultures, values. Though they may compete head to head, or participate in the same industry, or the same markets, every company is very different. People are different. We…

How Do You Win?

My good friend, Andy Paul, and I were talking about the state of selling today. We were commiserating about the absence of discussion about “How Do We Win?” So much of the discussion about sales these days focuses on the top of the pipeline, that…

Our Customers Are Voting With Their Time

Several years ago, Gartner research on how customers allocate their time in the buying process indicated about 17% of their time is meeting with sales people—all sales people, not just us. We just get a fraction of that 17%. (I’d be interested in seeing an…

When Less Is More

It seems the universal answer to every sales performance answer is to do more. We’re chastised to close more deals, get more into the pipeline, spend more time with customers, spend more time–period, just do more. Regardless of where the challenge is, whether it’s our…

Underperforming Our Potential

At the outset, I’ll apologize. This post is likely to rub some executives the wrong way. The premise is that many organizations are under performing their potential—possibly by huge amounts. The immediate reaction from many might be, “We’ve been beating our numbers year after year!…

Our Plunging Sales Discourse

Preface: Sometimes holiday weekends give me the chance to sit back, reflect, looking at things a little more broadly or philosophically than normally. I’m, also, prone to wandering a little, so forgive me. Perhaps this is more for me than you, but I hope you…

Why Are We Committed To Failure?

Regular readers might be a little worried with many of my recent posts. I’m obsessed with the idea of failure. You can imagine the “uplifting” conversations I have at lunch or with colleagues on failure. It’s not driven by any sort of negative outlook, premonitions…

Cold Calling Never Went Out Of Style

Recently, someone made a comment saying, “It’s interesting to see cold calling coming back into style…..” The comment startled me, and I can see where the speaker was coming from, but I couldn’t have disagreed more. The reality is cold calling has never gone out…

Hiring For “Caring”

My good friend, Buck McGugan, and I were having a conversation about sales performance. We were talking about what separates consistent high performers from everyone else. There were the usual competencies, we tend to think about–curiosity, business acumen, comfort with talking with money, resilience, mindset,…

“What’s Next?” The Need For Specificity

I spend a lot of time in reviews of all sorts. They could be deal/opportunity reviews, territory, account, call, pipeline, forecast reviews. Some are performance reviews. Some are internal projects. Sometimes, I feel like I’m a broken record in the reviews. Inevitably, at some point,…

Leveraging Pipeline Metrics

I’m surprising myself, I never thought I’d have to write an article about pipeline metrics. After all, the pipeline has been fundamental to professional selling since the very first sales transaction. Sure, everyone will give lip service about the importance of the pipeline, but, I…

Our ABM “Hunting License”

I’ve never been comfortable about the hunter/farmer notions around selling. I’ve always maintained every sales person is a hunter. If you aren’t, you don’t belong in sales. We tend to think of farmers as the account managers, those who think their job is to “protect…

Challenging Our Customers’ Status Quo

We all know to acquire a new customer, we need to incite them to change, to get them to think differently about their business. Without this, they have no need to buy whatever it is we sell. Most of the time, sadly, sales people are…

High Performers Spend Their Time Differently

Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams…

“When Do You Need A Response?”

We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of…

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