Dave Brock

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,...

Sometimes I’m Ashamed To Be A Sales Person

If you follow this blog, you know I like talking to sales people trying to sell me something.  It’s always interesting to be on...

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...

Now What Do You Want Me To Sell This Year???

This post originally appeared on January 15 in the Sales Bloggers Union, my colleagues and I were writing about quotas and commission plans.  For...

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