Dave Brock

Which Sales Methodology?

I’ve gone through training in countless sales methodologies. Our own company has developed and implemented sales methodologies used by thousands of sales people–though all of our work is customized to the strategies, priorities, culture/values of the organizations we work with. Today, I read an article…

What Is The Customer Completing In Their Buying Journey?

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and selling activities, enabling you to move through your process. Probably, it also creates a “probability assessment,” that is a likelihood…

“Manage And Coach By Results…..”

I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. He goes on to say, “people will find their own path to the target…..” Well,…

Getting Rid Of The “Value Proposition”

I found myself talking about a “Value Proposition.” It caused me to pause, thinking about the concept of a “Value Proposition” and whether it has meaning any more. Too often, the Value Proposition, is a sentence or two that we are trained to deliver at…

Coaching The Uncoachable

Today, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?” This is one area of coaching where I tend…

Good Revenue And Bad Revenue

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!” What’s the difference between good and bad revenue? Good revenue has the…

Why, What, How, Who, When, Where

We see versions of these words in different contexts. If you’ve ever been a journalist, these are the fundamental issues the journalist must address in any story. If you are a Simon Sinek fan, by now you have internalized his principles of “Start with why.”…

Culture, Values, Visible Leadership

So many of the discussions on sales and business performance focus on strategies, competitive positioning, product/service superiority, and even customer satisfaction/loyalty. As we talk about how we execute at the highest levels, depending on what a pundit is selling, the “secret” to success is the…

The Future Of Selling, It’s About People, Connecting In A Disconnected World

I wrote, The Future Of Selling Isn’t What You Think It Is. Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Whether it’s Zoom, social networking, CRM, messaging apps, AI/ML, or any of…

The Future Of Selling, Not What You Think It Will Be

There seems to be wide agreement that the pandemic and related economic and social challenges we and our customers face, will change selling forever (and I think for the good.) The concept of “virtual selling,” seems to be dominating many of our conversations. Digital transformation,…

Great Coaches Don’t Give Answers

Both managers and the people they coach often have the wrong impression of coaching. Too often, we go to our managers looking for answers. Great managers tend not to give answers. As people looking for coaching, too often we go to someone asking, “What should…

Are You So Busy Chasing Small Deals, You Are Missing The Important Deals?

I’m often amazed looking at the pipeline profiles of a lot of enterprise focused sales organizations. There is, often, a feeling the average deal size is significantly higher than it actually is. Usually, the average deal size, when you analyze the data, is significantly smaller…

What’s Important To Your Customer?

We know our solutions have to create value for our customers. The challenge, however, is making sure that value we create is important to our customers. Too often, we focus only on the cost of our solution. We compete on the basis of price, too…

Our Customers Don’t Know What They Don’t Know

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think,…

On Measuring Sales Performance

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I…

Are You Engaging The Real Customers?

I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and…

The Problem With Account Planning

I was asked to sit in on a number of account plan updates. It’s mid year, so it’s time to pull out the account plan, blow off the digital dust, and update it. (you might be getting an idea of what I think about most…

Systems Of Alignment

As we reflect on the process of getting things done in business, one of the most important principles is the concept of alignment. Perhaps, simplified to, “How do we get everyone in the same boat, rowing the same direction, in cadence, at top speed?” As…

“We Need To Discount…..”

It was a morning of deal reviews. The sales person was reviewing the deals expected to close by the end of the quarter. Deal after deal, there were differing issues that had to be addressed for each deal. We developed action plans to address them.…

Your Competition Isn’t Who You Think It Is

I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition. People went back and forth on their strengths relative to the competitors, the relationships the competitors had with the…

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