Dave Brock

Buying Is Broken! What’s This Mean For Selling?

Report after report tell us that buyers are failing in their mission to solve a problem and buy a solution. We know 60% of committed buying efforts end in no decision made. For those remaining 40%, a huge percentage of them express regret. It doesn’t…

So Now You Are A New Sales Manager, What’s Different?

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”…

We Know About The “Digital Buying Journey,” But What Does This Mean About Digital...

We know trust is important in all our relationships. We know that trust is critical in vendor/customer relationships. Charlie Green has helped us understand that trust is not an absolute, but is contextual. For example, trust in a simple buying transaction is different than the…

Sales Enablement, The Sound Of One Hand Clapping

Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they…

“Still The Question Recurs, ‘Can We Do Better?’” — Abraham Lincoln

“Still the question recurs ‘can we do better?’ The dogmas of the quiet past are inadequate to the storm present. The occasion is piled high with difficulty, and we must rise with the occasion. As our case is new, we must think anew, and act…

Gaining Consensus, “Yes?” “Meh..” “No?”

We know that complex B2B decisions are driven by consensus. The days of “the decisionmaker,” influencers, and financial buyers, technical buyers, and so forth are gone — even though achieving consensus requires many of those players. Likewise, we know the number of people involved in…

Is Attrition/Turnover Inevitable?

Every day it seems that I wake up to read new reports about work, the great resignation, people increasingly choosing to be nomads, moving from job to job. On the other side, we see employers, some of the “hottest” companies of the past few years,…

Improv In Selling

Readers might be a little surprised about the concept of Improv In Selling. Some would reflect on how overly scripted sales conversations are. We are trained to follow the script, not deviating, even if that’s not what the customer cares about. Others would laugh at…

The “Problem” Is Different Depending On Where You Sit

Imagine a customer with a problem. But that problem, is very different depending on where you sit. Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. IT views the problem in a certain way. It sees the…

A Plethora Of Data

As a bit of a preface, I’m a tremendous fan of the artwork of Theodor Geisel, more commonly known as Dr. Seuss. Over the years, I’ve acquired a number of his pieces. One of my favorites is “A Plethora of Cats.” Readers of the blog,…

Can We Know More Than Our Customers?

Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. I have to know their markets/industries better than they. I have to know their business better than they, I have to…

Order, Seller, Or Buyer Centric?

Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and…

Information Asymmetry, Turning The Tables

In the old days, when I used to hail a horse drawn carriage to take me to my customers in Wall Street, one of the most important advantages salespeople had was “information.” Salespeople were a primary source of learning for customers. Not just information about…

Should We Be That Surprised By The Digital Buying Journey?

The “big news” in customer engagement is the customer digital buying journey. The shift to customers preferring the digital channels over dealing with sales people. Let’s be clear, a rep-free buying process, a preference for “self service,” is nothing new. Buyers have been doing this…

Why Are We Satisfied With Such Poor Win Rates?

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity. As I start peeling…

What Sellers Can Learn From F1 Racing

I’m a huge fan of F1 Racing. It’s just fascinating to watch, learn about the teams, drivers, cars. I love looking at the racing strategies. In the early 2000’s I was fortunate in beginning to see a little of the behind the scenes work of…

Paying Attention To The Cues/Clues

It’s pop quiz time. Be honest, don’t scroll down to get the answer. Here we go: You are a seller, you get a notification that I have downloaded a research report offered on your website. The research is the results of a market study on…

On Consensus Buying

We know that most complex B2B buying is a consensus process. Everybody in the buying group has to align around a set of goals in order to make a buying decision. We, also, know the buying group tends to grow. It’s somewhere in the “mid-teens”…

The “Adaptable Selling Process”

I went through my very first sales training class in the late 70’s. We were taught the various stages of the selling process. We stepped through prospecting, spent a lot of time on qualifying and discovery, moved on to proposing, closing, and implementation. What I…

Top Performers Do More Of This…..

I love learning what top performers do and what drives high levels of performance. As a result, I’m drawn to articles titled, “Top performers do this….” of “X% of sales people doing this outperform everyone else…. (And X is a stunningly big number.)” The “this…”…

New Posts