Dave Brock

What’s The Purpose Of A Pipeline Review?

I sit in dozens of pipeline reviews. They all tend to have the same format, someone displays a pipeline chart–sometimes a standard report in the CRM system, too often, an excel extract. The report typically has a list of deals, target close date (usually we…

Acting On Purpose

“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty. Our purpose provides grounding, something that, when challenged, we come back to in trying to figure our…

What Do Our Customers Care About Now?

We are experiencing the mother of all “trigger events.” No company, no community, no region is immune to the health and economic challenges created by the pandemic. We all have a compelling mandate to change. We–our people, our own organizations, our customers, our suppliers, our…

Thinking About “Conversational Intelligence”

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. Just to be clear, for the purposes of this post, I’m talking about the application of AI/ML tools to analyze sales conversations, providing guidance to improve the quality…

Your Value Proposition Must Be More Valuable Now!

Creating value with our customers has never been more important than it is now. Our customers face issues they have, probably, never had to deal with in the past. The safety of their people, restrictions on how they operate, profound shifts in their markets and…

Taking Care Of Our People

I’ve written a lot about how we should be selling and engaging our customers through the current crisis. Let me shift my attention to taking care of our own teams through the crisis. Like our customers, each of us and our people are facing things…

What Do We Stop?

There are endless articles about what we should stop doing, as sales and marketing professionals, as a result of COVID-19. I think a lot of this is good advice. But the problem I have is that we shouldn’t stop these things just because of the…

COVID 19 Lessons For Current And Better Times

The COVID 19 crisis is forcing all of us to deal with issues few of us have ever faced. The risk, complexity, uncertainties, fear are profound. It impacts every individual, organization, society. But it’s fascinating to see how tragedy brings out the best in people…

Automation Run Amuck

Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light. Unfortunately, rather…

Buying During Difficult Times

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. The need hasn’t disappeared, the customer, for various good/bad…

“The Times, They Are ‘A-Changing…”

This post is a departure from my normal diatribes on sales, leadership, business strategy, personal development. It’s a brief commentary and observations on what each of us, and the world faces with COVID-19. I have no expertise, no deep knowledge; just observations based on what…

“Playing The Game,” Measuring The Right Things, Measuring Things Right

A great client and I were having a conversation about sales performance. He’s the manager of a high performing sales team–but it hasn’t always been that way. We were discussing the “before” and “after.” He characterized the “before” as heavily activity oriented. Each sales person…

Committed To Failing

We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe…

If Cold Calling Is Dead, Why Is The Topic So Hot?

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. By the time another friend tried to…

Social Selling, Bar Hopping, And Relationship Commoditization

Listen to the proponents of “Social Selling,” and it is the future of selling. It is the way for us to “develop relationships,” extend our reach, capture new prospects and customers. The Social Selling experts talk about extending the size of your networks, many talking…

Not All Revenue Is “Good Revenue”

You are probably reading this title thinking, “Dave has finally flipped out. We knew he was headed that direction, but he’s gone!” Let me explain myself, revenue is important. But it’s important to look at the composition of that revenue to understand not only how…

Prisoners Of Our Own Experience

Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience. One was talking about how to drive decision-making…

On C-Level Buying

As sales people, we learn that we are to call high. We should be reaching the top executives in the corporation. We believe if only we could reach these individuals, we can wear them down or convince them to buy what we are selling. Often,…

Does Being On Commission Make You Untrustworthy?

I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on commission. He later extended the argument to include being accountable for achieving a quota compromised the ability of the sales…

“Form Triumphs Over Substance”

One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s and is one of the most profound modern philosophy books I’ve read. A mentor recommended it to me, I reread…

New Posts