Dave Brock

Are You Selling Within Your Own Company?

I’m constantly surprised by how poorly many sales people communicate within their own organizations.  Sales people complain, “I’m not getting the information I need...

For Sales Success – Everything Passes Through Finance!

In Tom Peters’ The Little BIG Things, on Item #46, he makes the point that  “Everything Passes Through Finance.”  It’s such a important, yet too...

7 Questions You Must Be Able To Answer To Win The Deal!

I’m constantly about how few sales people really understand what their customers are buying.  They know what they are selling, but they can’t explain...

Call Avoidance

I’ve fallen into a trap, it seems my preferred mode of communication is becoming digital–that is, I email, tweet, text.  It’s so fast, convenient. ...

Stop Solving Your Customers’ Problems!

As sales consultative sales professionals, we focus on solving our customers’ problems.  We qualify customers by finding those with problems they want to solve,...

To Get Monstrous Results, Are Our Customers Prepared For Monstrous Change?

I was having a conversation with  close friend this morning.  He was expressing frustration with a customer not moving forward on a particular deal. ...

Applying My Lessons In Martial Arts To Professional Selling

About 6 months ago, I started taking lessons in a couple of martial arts, Tai Chi and Kung Fu.  It’s been a tremendously interesting...

How Do We Find The Time To Coach Our Sales People?

Everyone recognizes the importance of coaching sales people, but it just doesn’t get done. In a survey of several hundred sales managers, we found...

Are You Committed To Upsetting The Status Quo?

Sales is about change–if we are successful with our customers, we get them to change, buying our products and services.  But if sales is...

Location-Based Prospecting? Are Ad-Hoc Sales Calls Valuable?

I’ve been intrigued about much of the publicity around Hoover’s Near Here offering.  Apparently it’s an Iphone based application for a sales person to...

High Performance Sales Driven By High Performance Sales Managers

Much is written about getting sales people to perform at the highest levels. There are countless sales training programs, books, blogs and webinars that...

Will Your Sales Defy Gravity?

Note:  This post originally appeared as a guest post in Rebel Brown’s Rebelations Blog.  Rebel’s book, Defy Gravity, will be published soon.  It’s an...

Did You Hear The One About 4 Blind Men And The Elephant?

There’s the old story about 4 Blind Men, one on each side of an elephant, each is asked to feel the elephant in front...

The Coming Extinction Of The Lone Wolf!

We all know the concept of the “Lone Sales Wolf.”  That’s the person sales person that works by themselves managing the territory.  Typically, we...

What Should Salespeople Be Doing With Social Media

Social media is changing the way our customers buy and the way in which we engage our customers.  Before customers even see us for...

Being “Tactegic”

Earlier this week, I participated in a series of reviews with a sales team.  Each sales person was presenting their key deals and what...

Know Thy Audience!

The other day, I wrote about how even the best of us are seduced into pitching–perhaps when something else might be more appropriate.  At...

Even The Best Of Us Can’t Resist The Urge To Pitch!

Recently, I participated in a “discussion,” with a group of people I deeply respect.  All of them were heavy hitters and well respected in...

Getting Personal About Metrics

Sales managers spend a lot of time talking about metrics.  They measure everything–some good, some over measured, but some micromanaged.  There’s a lot of...

Is Sales Getting Soft?

Many regular readers may be a little surprised about this post.  I’ve been very vocal about sales being consultative, customer focused, and creating value...

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