Dave Brock

Virtual Selling Is Not The Future Of Sales! Part 2

It’s become high fashion to declare the future of selling is “virtual.” While F2F, telephone, text, and other approaches will continue to exist, everything is moving to virtual. Usually, there’s a whole bunch of data to support why this is important. For example, sales people…

Virtual Selling Is Not The Future Of Sales! Part 1

As we emerge from the pandemic, there are a lot of discussions about the future of sales. A lot of the discussion focuses on virtual selling–leveraging technologies like Zoom, Teams, and others as key engagement approaches. F2F continues to play a role, but many of…

Who Is OUR Buyer?

People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are doing some great work in helping us rethink the question of “Who is our buyer?” In addition to helping us define our buyers in much richer terms, they are helping us think about…

Give Your Sales People What They Need!

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what…

What If You Couldn’t Discount?

How would buying and selling change if you couldn’t discount? What if the price is the price period? There would be no more, “If you give me an order by the end of the quarter, I’ll give you X% off…” or, “We’re running a promotion….”…

Thinking About Objections

Sales people have always had a bit of a weird mindset on objections. We do everything we can to avoid them. We go through all sorts of training on how to “handle” them. We rehearse scripted responses to those we anticipate might arise, crossing our…

What Is The Objective Of This Call?

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I…

What If We Started With A Blank Sheet Of Paper?

Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our…

How Value And Value Creation Evolves

It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. The way customers learned about new things and how they might…

“How Would You Rate Your Recent Call Experience With Irene M?”

It’s become de-rigueur, after a call to a customer support center, an email is sent asking for an evaluation of the agent. Yesterday, I was having trouble getting something done with my bank. I struggled for a few minutes with some bot, before disconnecting. I…

Rethinking Qualification

Qualification is, perhaps, one of the most important factors to our sales success. If we chase the wrong deals, if the opportunity is an “opportunity” only in our dreams and there is little customer commitment to change, if we can’t be competitive–we waste our time…

The “Secrets” Of Sales

Recently, I was approached to talk about The Secrets Of Sales. When asked, it caused me to pause. On reflection, I realized, there are no secrets of sales. We already know all of them, the problem is we don’t execute them. Somehow, I think people…

Rethinking Rev Ops

There’s a lot of discussion about rev ops. In a lot of it, I wonder, “What problem are we really trying to solve?” To be honest, I think much of the justification we use in looking at Rev Ops misses the true opportunity. Much of…

Start With The Customer

When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. It’s an internal view, primarily focused on internal objectives…

We Get Specialization Wrong!

There’s a lot of discussion about specialization in sales. We’ve always had specialists in sales and specialization is important. But in the past 15 years, we seem to have gone off the rails with our specialization. My earliest experience of specialization was product/solution focused specialists.…

Coaching, A Two Way Learning Experience

Too often, we get coaching wrong–if we do coaching at all. We tend to think of it as something we do to some poor victim, something we do for them. Seldom do we think of it as something we do with someone, and in that,…

Language, Words And Mindsets

We sales people have adopted a unique vocabulary about what we do and how we work. In some sense, it’s not unusual, every profession has words that help them do their work. When I talk to software developers, I get lost a couple of sentences…

Our Customers’ Complicated Buying Journeys

Buying is complicated—we see all sorts of research confirming this. Whether it’s the fact the majority of buying efforts end in no decision made, the high level of of “High Regret Decisions,” increasing uncertainty on decision confidence; more data points to how buyers struggle during…

The Joy Of Selling

Why do we sell? Why do we choose a job that requires us to sell? Is it because of the money? Is it because it was the easiest job we could get graduating from college? As some might claims, is it because we couldn’t find…

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…

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