Dave Brock

Collaboration

Collaboration is the new buzzword.  It seems everywhere we turn, we read about collaboration–it’s critical to Sales 2.0, Enterprise 2.0 and just about everything...

Who Are Sales Process Metrics For?

Over the past several weeks, I’ve sat in on a number of interesting webinars on sales productivity.  Inevitably the focus is on tools the...

Doubling Sales Productivity — Be Prepared!

Improving sales productivity is the Holy Grail of all sales professionals, executives, Sale 2.0 solution providers and every sales consultant.  We look for all...

What’s The Future Of Buying?

To say things are changing is almost trite, with the confluence of the new economy, globalization, social media, globalization, new and different competition, new...

Please Mr/Ms Customer, Let Me Waste Your Time, I’ve Earned It!

Last week, I wrote about inspirational customer service.  This weekend, the pendulum swung to the other extreme.  I went out looking for new cars. ...

Inspirational Moments In Customer Service

All too often, we hear nightmares about customer service and how abysmal it is.  No one listens, no one cares, they just want to...

Collaboration Is More Than A Web-Conference

I was listening to a web-conference today, one of the speakers discussed the importance of collaboration in sales, citing the higher use of web...

Do Great Sales People Make Great Sales Managers?

Do great sales people make great sales managers?  This is a debate that never seems to end, I’ve written about it before, over the past...

An Innovative Approach To Sales Training?

The web provides endless amusement in understanding new approaches to selling.  I recently found the following post in a sales training discussion blog I participate...

Sales, The Toughest, Most Visible Job In A Company!

Recently, I’ve been engaged in a number of discussions about how tough a job sales is.  The issues usually involve:  “We have the highest...

On Sales Process And Other Unnatural Acts!

Last night I participated in a fascinating discussion on engaging sales people.  The conversation was one of our bimonthly Sales Smack’s.  If you are interested...

Does Competition Beat You, Or Are You Beating Yourself?

I love competing and I love winning!  Watching the Super Bowl was great, two great teams who left everything on the field.  No this...

Sales Process 2010, Are You Positioned To Perform?

Yes, I’m on that soapbox again.  There have been a number of research reports released, all highlighting the decline in sales performance.  CSO Insights,...

Dear Occupant, I Value Our Relationship

I got this piece of LinkedIn Spam:  Hello ,  I’d like to connect to you to on my professional network on LinkedIn. I am a LinkedIn...

Are You Earning Great Referrals? Are You Leveraging Them?

Referrals are critical for every sales professional.  No amount of cold calling will surpass the power of a great referral.  Yet most of us...

Rethinking The Customer Buying Experience

I’m a great fan of Customer Experience Design.  Unfortunately, most of the work in customer experience design tends to be focused on web design,...

Stop Being Stupid! The Customer Isn’t Always Right

This morning, I was intrigued by a question on LinkedIn.  A person felt offended, a salesperson had criticized this individual’s company.  The individual was...

Is Sales A Blood Sport?

I’ve been having an off line discussion on competitiveness and agressiveness in selling.   In the discussion, terms like “sales is a Blood Sport,”  or...

Who Are We Selling Against?

Who are we selling against?  It’s a question I hear as I do deal reviews everyday.  I see variants of this in blog posts,...

Lean-Mean Selling Machines

Over the past few weeks, I’ve been mulling over ideas on Lean Selling—-no not what you think.  Every sales organization I work with is...

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