Dave Brock

Data Is Data, Not Laws Of Nature!

Over time, I’ve noticed some striking things about data and how we misuse it. Too often, with the singular exception of Revenue/Quota attainment, we treat data as a goal, or a physical constant/law of nature. We see this in our own individual and team performance…

Why Are Sellers So Anxious To Kill Off Selling?

There’s a huge amount of discussion about the digital buying journey and the shifts our customers are making to “Rep-Free” buying. We have plenty of data and anecdotal experience citing customers allocating less time to working with sales people, choosing digital (remember digital is different…

It’s All About Retention And Growth!

Ask any sales leaders, particularly those in SaaS based sales approaches, retention and growth in current customers is critical. There’s a lot of data supporting this. We look at Cost Of Customer Acquisition, learning it is much less expensive to retain and grow a current…

Rethinking Value

I was having a fascinating conversation with a good friend and client. We were talking about the challenges his people had in articulating value and differentiation. The products they sell had become highly commoditized. In the past, where there had been significant product based differentiation,…

The New Sales Channel

Channels “partners” have been a part of sales ever since sales have existed. Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. They provide capabilities, amplifying our offerings, enabling our channel partners and us…

Chasing The Money

Opportunities for sales people are skyrocketing. As we emerge from the pandemic, as organizations cope with the “great resignation,” there are more opportunities than there are good sales people to fill them. As a result, organizations are tossing money at the problem, comp increases of…

What Does The Customer Need To Move Forward?

There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. The flaw is thinking about, “What do…

54% Of Buying Journeys Fail!

This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts end in no decision made. It should cause all of us pause. It should force us to think differently. This…

Driving Innovation In Selling

How do we innovate in selling? How do we change, adapt new methods, approaches, even entirely new business models to engage our customers more effectively? How do we learn and grow? Sadly, too often, we don’t challenge ourselves with these questions. “If it ain’t broke…….”…

What If There Were No Salespeople?

Let’s try a thought experiment. Let’s extend all the trends we see around the mechanization and automation of sales. Let’s look at emerging trends around the rep-free buying experience some research is showing. Let’s throw in a dollop of AI, ML, and a handful of…

RFP’s?

I was doing a Q&A after a keynote at a SKO. It was a very sharp group of sales people committed to improvement. A question came up, “Dave you talk about how we differentiate ourselves through creating value with the customer, helping them make sense…

“What Do You Think Cold Calling Is?” Again?????

Apparently, I stuck my foot into my mouth, but I’m getting use to the taste of shoe leather. It’s Friday, it’s been a busy week. I was reading a LinkedIn article on “Cold Calling….” I’m beginning to think articles or surveys about cold calling happen…

“Did We Do The Right Thing?” Customer Engagement, It Can Be Really Simple!

We struggle with customer/prospect engagement. We send endless emails trying to engage them. Our autodialers help us make 1000’s of calls, in the hopes that one person will pick up. We flood social channels with prospecting messages. We send endless texts. We know we have…

Fixing Our Win Rates! Improving Performance!

I wrote, Win/Loss Analysis–Are You Learning As Much As You Should? As I mentioned in that article, I continue to be amazed by how casually we treat win rates and how little we understand what causes us to win and lose. There is too much…

The Ethics Of The “Unsubscribe”

Recently, I’ve had some “interesting” conversations with the CMOs about their email marketing strategies and the marketing messages they are inflicting on me. I There are different laws, regulations and recommended practices on email marketing, both how one gets placed onto and email marketing list…

The Algorithm Conundrum

Everything in marketing and sales is about “the algorithm.” Each of us is a critical part of algorithm’s–actually we are probably critical parts of hundreds to thousands of algorithms, since each is optimized for different purposes. There are algorithms that track our online behaviors, theoretically…

“Did I Do My Best To….”

I’m a big fan of Marshall Goldsmith. One of the methods he uses to help people continuously improve is his set of questions, usually phrased, “Did I do my best to….” I’ve been using this approach, daily, for about 4 years. Each day, I rate…

Win/Loss Analysis–Are You Learning As Much As You Should?

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Sales…

The “Heavy Lifting” In Buying And Selling

Selling is difficult. We have to find opportunities for our products and solutions. We have to assess the customer interest in considering our solutions. We have to understand what the customer is trying to do and demonstrate how our solutions are the best in helping…

It’s A New Year, What Should We Be Asking Ourselves?

It’s a New Year. Somehow, even if we don’t believe in New Year resolutions, we use the New Year as a moment to refocus and reset. For those organizations on a calendar fiscal year, it’s a restart—new goals, quotas, perhaps shifted priorities. Even for those…

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