Dave Brock

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...

It’s So Simple, I Don’t Know What To Buy!

Disaster struck this morning, went to the office and the network was down.  Technical guy that I am, I went through my diagnostics, called...

Waiting It Out Is Not A Strategy For Success!

I have to admit to being a little bit more than impatient–my wife says I have to be more tolerant.  But there are conversations...

Knowing About Your Customer Is Not Enough

Everyone in sales knows that it’s important to know your customer.  Sales people keep all sorts of information, both on individuals and the enterprises.  We...

Penny Wise, Dollar Foolish

My friend Skip Anderson wrote an outstanding post, “The Race To Sale Competence, A Case For Sales Training.”  He raises a critical issue: As sales...

Execution Is The Hard Part!

The phone rings, it’s a concerned executive.  After pleasantries, we get down to the issues.  Usually it goes something like this: “Dave, I’m worried about...

Persuasion

Persuasion—it’s important to sales.  It’s important to business.  When we want to change something, we can’t do it without persuasion.  Persuasion is a simple word,...

Sourcing Future Sales Leaders

A few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR Chally.  He wanted to talk to me about...

The World’s Greatest Salesperson – A Culture Of Pitchmen?

There has been such a great discussion going on at my last post on this topic.  If you’ve missed it, you should look at...

How Would I Sell A Brick?

Well, I created a lot of discussion about OgilvyOne’s contest to find the world’s greatest sales person in my post .  We’ve started a...

The World’s Greatest Salesperson!

My colleagues have been talking about OgilvyOne’s contest to find the world’s greatest salesperson.  I was curious about it, went to the website to...

What Are The Biggest Challenges Facing Sales VP’s In This Economy

I had hoped we were beyond the, “How do we cope with this economy” questions.  However, I recently had the question, “What are the...

Coaching The Sales Process

I’m getting all kinds of messages and emails.  I must be wearing people down with my incessant pleas for organizations to update their sales...

What I’ve Been Missing About The Selling Process

Regular readers know the sales process and its importance to sales performance excellence is one of my soapboxes.  But in my zeal to talk...

What Do Formula 1 Drivers and Great Sales Professionals Have In Common?

For sometime,  I’ve been haranguing readers about the importance of the selling process.  Even in a recent post, I considered use of the sales...

Your Selling Process-It’s Not Optional, It’s A Condition Of Continued Employment

Everyday I speak with sales executives and professionals about how to improve sales, both driving more sales and improving overall productivity and effectiveness.  One...

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...

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