Dave Brock

“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…

“CRM Compliance”

Talking about CRM is sure to provoke huge amounts of discussion, pro and con, about these tools. First, it’s a huge revenue generation sector for the CRM providers. I’m told it’s roughly $40B/annually. And I’m not certain that includes revenues for all the apps that…

“You Are Doing Everything Wrong!”

I got one of “those” emails. It was from some self proclaimed expert citing research from “millions” of situations. They posed a number of sales scenarios in the form of, “Are you doing this……” It turns out, our team normally does at least 50% of…

Sales And “Product Led Growth”

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We can go back in history, as far as you choose, learning this hot…

Wearing A Blue Suit Drives Higher Win Rates

Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins, 95% Of Sales People Did This One Thing.” Those conclusions are still valid. But we’ve learned some new thing. One…

Time Available For Selling

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses). We want to reduce and eliminate as many of these…

When The Incremental Cost Of Stupidity Is $0

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. In the “old days,” many of our techniques were oriented around F2F, direct marketing, and telephone calls. We looked at the cost…

The Forecast Review

We are only a few days into a new quarter, but I’m deep into forecast reviews. We are both discussing performance on last quarter’s forecast and doing the forecast for the current quarter. I was talking to one manager about his forecast. His team typically…

Starting Over

Sales is one of the few professions where we get to start over in the New Year. Regardless how we did in the previous year, we are now reset to zero. In reality, the concept of starting over in the New Year is more symbolic.…

When Prospecting Isn’t Enough!

It seems universal, we don’t have enough in our pipelines, we have to prospect. We have to find more opportunities. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. Where reaching out to 100 prospects no longer works,…

Provide Coaching Or Feedback?

We live in worlds of ever increasing complexity. Somehow, in our attempts to deal with complexity, we seem to seek simplistic answers (There is a huge difference between simplifying and simplistic) The most recent example I’ve run across ans an article posing the issue as…

“Buyer’s Remorse” Grows Up

When I first started selling — way back in the dark ages — one of the things I learned about was “buyer’s remorse.” It was the tendency for customers to start second guessing themselves after they made a decision. Buyer’s remorse was a bit of…

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