Dave Brock

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…

On Virtual Buying

Zoom, Teams, Webex seem to rule our professional and even our private lives. We have gotten to this place through the shut down, but are now discovering the value of these tools in working with each other. Without a doubt, these will become an important…

Just Promoted, New Sales Manager!

You’ve just gotten promoted. You’ve moved from being an individual contributor to managing a team. As you reflect on what do you do in your new role? How do you transition from being a great sales person into being a great sales manager. The mistake,…

We Need Sellers Who “Sell,” Not Take Orders

I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. Too many are information concierges with an agenda. They are dependent on…

Outsourcing Coaching….

It started as an intriguing call. The VP of Sales called to ask for my help, “I need you to coach my people.” I started asking my normal questions, “What’s going on with them, what are the areas they need the most help in, how…

The Future Of Sales Is Virtual…..

It seems the pandemic has created a new future for selling. Apparently, it’s virtual. According to so many, we’ve discovered that we can accomplish so much more through Zoom, Teams, Skype or any number of video conferencing platforms. While there will be a need for…

Knowing Your Numbers

I’m always stunned by the number of sales people and leaders that don’t know their numbers. By that, I mean the numbers that help them understand the leverage points in driving performance. Some readers will push back, “I know my quota and the revenue I…

“Getting Back Out There”

I have to admit, I’m going stir crazy. My days are filled with back to back Zoom, Team, Skype meetings. I’m “connecting” with people, perhaps more than before. But I’m longing to jump on a plane and go to a face to face meeting. There’s…

Are You Being Helpful?

We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or…

Banish Farmers And Farming!!

No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. It establishes a go to…

Your Forecast Is Not About The Numbers!

Let’s try a thought experiment. Imagine you are a VP of Sales. You see tremendous opportunity coming out of the pandemic and in the economic recovery. You want to be prepared to seize that opportunity. You justify hiring and onboarding 100 new sales people over…

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…

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