Dave Brock

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”...

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...

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