Dave Brock

Should We Promote Our Best Sales People To Be Sales Managers?

Should we promote our best sales people into sales management?  It’s a question that comes up a lot.  I’ve written about it as have others. ...

Social Media And The Disintermediation Of Sales People

Recently, I have been in many conversations with people claiming, social media reduces the need to have sales people.  Some going so far as...

More Stupid Selling Tricks

It’s been a while since I’ve had a rant about people who represent our profession poorly.  Today, I was a victim of one of...

In A Sales Slump?

Sales slumps hit all of us for all sorts of reasons.  Sometimes when we get into a slump, we seem to spiral deeper and...

You’re Not A Consultant, You’re A Salesperson!

Today, I was coaching a good friend on some sales calls.  We were role playing the call, he was struggling with telling the customer...

Follow The Money!

Every sales person knows about following the money–at least from the point of view of who we call on at customers, we focus on...

Defy Gravity — Today!

One of the reasons I write this blog is to encourage my readers to think about their businesses differently.  We are all time poor,...

Running Naked Through Your Funnel!

First, I have to credit my friend John Cousineau with this title.  It came up in a call we had recently.  It seemed an...

Can Selling Be Effortless?

Everyday, I get inundated with offers.  As you would expect, I somehow get on a lot of spammers lists for various things having to...

Pssst

We seemed embarrassed to admit it, or we are trained not to say this, but selling isn’t selling really about Self Interest? Despite all the...

The Thigh Bone Is Connected To The Shin Bone, The Shin Bone

My last post, The Hip Bone Connected To The Thigh Bone….. , started a discussion about systems, that is how things work, interrelate, and...

The Hip Bone Is Connected To The Thigh Bone, The Thigh Bone

No, I’ve not decided to convert this blog into a lesson on Anatomy, I actually want to talk about systems. But I don’t...

Pay For Performance?

I hear the phrase, “Pay For Performance,” all the time.  I think it’s a reasonable concept, that is, the better you perform, the better...

Compensation Drives Sales Behavior? Is Compensation The Only Tool For Managing Sales Performance?

I’m participating in a discussion with a group of people I deeply respect.  It is about managing sales performance, particularly about getting sales people...

Reacting!

Sales people are great at “reacting.”  The customer puts a hurdle in front of us, we know how to respond.  The competitor does something,...

Does “Being Yourself” Count As A Sales Technique?

I few days ago, I started a discussion with “What Are The 3 Characteristics That Set Great Sales People Apart?”  followed by “How Important...

How Important Are “Techniques” To Sales?

The other day, I wrote a piece, What Are The 3 Characteristics That Set Great Sales People Apart?  It stimulated quite a reaction as...

What Are The 3 Characteristics That Set Great Sales People Apart?

Last Friday, I had the privilege of being interviewed by an executive on critical issues in buying and selling.  It was a great conversation,...

Buyer Beware — Seller Be Aware!

I guess as a blogger, twitter user, and sometime pundit, it’s natural to get into a lot of conversations about the impact of Social...

Games Sales People Play — The Challenge Of Activity Metrics

A few weeks, ago, my post on The Most Used – Useless Metric In Sales created an avalanche of comments and emails.  Many of...

New Posts