Dave Brock

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…”…

A Script Isn’t A Call Plan!

I’m almost ashamed to be writing on the topic of call planning/execution. It is probably the most fundamental skill any sales person must master. Yet, here I am, writing about it, largely because too many do this poorly. First, I need to define what a…

Predictable Buying

In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000’s of articles have been written about creating predictable revenue, and the selling activities/processed to do this. To be honest, too many of the principles have really been twisted far away from Aaron’s original…

Misunderstanding Insights

My inbox and InMail is filled with sales people trying to provide me insight: Microsoft and Google have gotten huge results using our products!X% of sales people using our solutions exceed their goals, as opposed to Y% who don’t use our solutions (X is always…

Better Results From Each Activity Or More Activities?

Spoiler alert, this is a trick question, but probably not in the sense that you might think. Recently, I got sucked into a LinkedIn conversation (Yes, I have to be better at resisting clickbait). But it was a fascinating conversation started by Anthony Iannarino. It…

Getting The Digital Buying Journey Wrong

I visited the website of a very large enterprise software provider. I found myself at this website to help me better understand some of the issues my client faced. I wanted to learn more about the issues and the things my client should be considering…

It’s Account Planning Season

Now that SKO season has passed, we’ve got our annual quotas, we’ve started rebuilding our pipelines after depleting them at year end, we’re into account planning season. It’s time to pull out those powerpoints you updated a year ago, blow the digital dust off them,…

The New Sales Process

Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people. Second, we have outdated views of the sales process. We…

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