Dave Brock

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 of the first things I ask them about is their sales process:  Is it current?  Are they using it?  Not surprisingly,...

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 else that’s 2.0.  Don’t get me wrong, I’m on the collaboration soapbox as well, but I wish the focus wasn’t...

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 sales manager can use to monitor their teams, track performance and improve effectiveness.  Whether it is a new Sales 2.0...

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 sorts of tools and mechanisms to improve productivity.    Sometimes, it becomes very gimmicky.  Maybe we are making it too complicated. I...

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 and different growth opportunities, we must rethink everything we do in business. For some time, I have been thinking, reading, researching,...

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.  No blog is long enough to contain my rant on how disfunctional the process of buying a car is, so...

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 take our money and screw the customer.  It’s great fodder for cocktail party and bloggers.  Overlay this with the news...

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 conferencing, webinars, Webex, and other tools.  While I have great respect for the speaker, I wanted to scream!  Absolutely, collaboration...

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 few weeks, I don’t know how many posts I read about the topic. There is a real problem, too many times,...

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 in.  It was posted as “Huge Favor:” Hi! My name is Melanie and I need a huge favor. I just started...

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 risk job in the company, if we don’t hit our numbers, we’re gone!”  Or it is:  “Our performance is visible...

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 in vigorous discussion, you ought to join these, I always learn a lot, both from what’s said, and how the...

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 is not a post about what we can learn from the Super Bowl, but the Saints and the Colts are...

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, 2009 Sales Optimization report is one that you should look at. It’s disappointing, but not surprising.  My friend, Dave Stein wrote...

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 LION with over 4,500+ connections currently. I would be happy to connect so that we can mutually expand our…

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 are pretty bad about nurturing and developing our customers as great referral resources. Recently, I took the time to read Paul...

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, user interfaces and product design. There is some interesting Design Thinking work being done in business process/strategy.  I think as sales professionals we...

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 very upset, complaining to the sales person’s management, and posing the question on LinkedIn asking whether anyone else had experienced...

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 “sales by it’s nature is Predatory.”  This kind of terminology disturbs me deeply.  Unfortunately, I this is too prevalent.  Just...

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, LinkedIn questions, and other discussions.  I have a problem with that question, because I think, except in one case, it...

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