Dave Brock

The Irony Of Change

The other day, I was speaking with a colleague about the state of sales/selling. We started talking about the irony of change, how our jobs are all about change–yet we, somehow, seem the most resistant to changing how we sell. Sales/selling has little to do…

“Tell Us Your Top Business Challenge”

A very large telecom company sent me this marketing email. It was one of those, “Dear Occupant Or Current Resident” emails. The subject line was “Tell us your top business challenge.” The message continued, “Our experts want to help your business thrive.” ...

Doing The Math,,,,,

Sales (and marketing) is a numbers game! Well, kind of, but…… Let me backtrack. Too many organizations are driven by the numbers and “math” of sales and marketing. They think the way we drive performance is manage to the numbers and math equations. Let me…

The Future Of Selling Driven By The Future Of Work!

I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into the implications of those. We all know virtual will play an increased role in how sellers engage customers, but the…

Thinking About “Rev-Ops”

There’s a lot of discussion about creating a role/function in the organization responsible for “Revenue Operations.” Depending on who is making the argument, there is talk about combining Sales and Marketing for a more cohesive strategy to drive revenue generation and revenue growth. Some will…

Helping Your Customer Navigate Their Own Organization

We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume they know how to get approval, how to contract, how to issue an order. The reality, unless they are in…

“They Are Just Cars, The Sales Process Is The Same…..”

Imagine talking to a bunch of car sales people. Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all cars.” In the audience you have people selling Honda’s, Toyota’s, Nissan’s, Renault’s, Kia’s, Ford’s, Chevrolet’s, Jeep’s. Porsche’s, Ferrari’s, Rolls Royce’s,…

Problem Focused Growth

I wrote about Product Led Growth. It’s the latest hot new strategy being promoted by many SaaS companies and VC’s. It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In past…

Product Led Growth

The SaaS world has “discovered” a something new to drive revenue growth. They’ve labeled this innovative approach, “product led growth.” This has led to gems of “wisdom,” “PLG is an end user focused growth model that relies on the product itself as the primary driver…

Rethinking The Sales Process

Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement.…

Outsourcing “Coaching”

Coaching is one of the highest leverage activities a manager must engage in to maximize the performance of each person on the team. Sadly, too many managers don’t take the time to coach or, when they do, they are very bad at coaching. “Outsourced” coaching…

Rethinking BDRs?

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role….” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and…

On Pricing, Discounting, and Value

There are two retailers I’m fascinated with. One is LVMH. It’s a collection of some of the most prestigious consumer brands in the world. They call each of the brands, “houses.” They have brands like Tiffany, Bvlgari, Fendi, Louis Vuitton. All are premium priced and…

Is “Helping Our Customers” Incompatible With Selling?

Recently, I’ve been reading a series of discussions debating the concept, “Can we really be driven by helping our customers while still focused on selling?” Some of the comments revolved around, “How can we sell if we are focused on being helpful? It’s incompatible...

“Doing More,” Is Not A Growth Strategy! Neither Are Miracle Cures!

As sales professionals, we are responsible for driving revenue growth for our companies. We are accountable for executing our overall corporate strategies and priorities in our chosen markets. We develop, or should be developing, “go to customer strategies” to achieve our goals. We...

Good Revenue And Bad Revenue—Start-Up Version

I know it’s heresy, but not all revenue is good revenue—particularly for start-ups. In fact chasing and winning the wrong deals can be devastating to the long term success of a start-up. But let me backtrack a little bit, I’ve written about this concept quite…

The Power Of Role Plays

You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues, WTF is happening to him?” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. I don’t think we…

Making Sense Of Sensemaking

I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). One of the participants asked a great question, “How do we know/measure if we are making sense with the customer? It’s a fascinating question. I’d love your thoughts,…

Selling Is A Human Process, Part 2

A few days ago, I wrote, Selling Is A Human Process. It generated a lot of discussion, much of it revolving around the theme of, “What keeps us from doing this? What keeps us from engaging customers in a human way?” I don’t know that…

The Problem With Our “Discovery Process”

We’ve all been taught the importance of “discovery.” It’s that process where we pummel our prospects with questions to discover their needs, priorities, and their decision-making process. It’s in the discovery process that we actually figure out what it takes to win–earn the customer’s business.…

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