Dave Brock

Coaching Confusion

This is a good news/bad news post. For years, there has been little attention paid to the topic of coaching. Sure, there was lip service, but when one looked deeply into organizations, either coaching wasn’t done, or the coaching that was done was horrible. In…

On Measures, Metrics, KPIs

In selling (marketing, sales, customer experience) and business, in general, data, measures, metrics, and KPIs are important, and, sometimes, helpful. It’s become fashionable to quote, Goodhart’s Law, which states, “When a measure becomes a target, it seems to become a good measure.” Well……, Yes……, but…

How Things Get Done (Or Not)

Every organization I work with has everything a sales organization should have in place. We go down laundry lists all the programs, tools, processes that are in place: CRM and the classic “sales stack?” Check, “we’re spending $1000’s per person for these.”Social selling? Check, every…

Invention, Innovation, Improvement

The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions, what should we be doing about them? First, let’s start with some definitions: An invention is a unique or novel…

“A Seat At The Table….”

Over the past 6-7 years, increasingly, I’ve seen too many discussions about “getting a seat at the table.” Usually, they refer to reporting directly to the CEO. The arguments have come from sales enablement, sales ops, marketing, customer experience, the receptionist at the front desk.…

“Why Does This Happen?”

The question, “Why Does This Happen,” and its variants (“What causes this to occur, How does this happen, etc?”) are some of the most profound questions we can pose as we look at understanding problems and opportunities. As we start posing these questions, the responses…

Unintended Consequences, Games Sellers Play…

Too often, in trying to “manage performance,” we put in place rules, policies, processes, we find they fail to produce what we expected. Sometimes, surprisingly, it’s the opposite of what we hoped. People “game” the system. The gaming process is the natural reaction of people…

Buying Is Broken! What’s This Mean For Selling?

Report after report tell us that buyers are failing in their mission to solve a problem and buy a solution. We know 60% of committed buying efforts end in no decision made. For those remaining 40%, a huge percentage of them express regret. It doesn’t…

So Now You Are A New Sales Manager, What’s Different?

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”…

We Know About The “Digital Buying Journey,” But What Does This Mean About Digital...

We know trust is important in all our relationships. We know that trust is critical in vendor/customer relationships. Charlie Green has helped us understand that trust is not an absolute, but is contextual. For example, trust in a simple buying transaction is different than the…

Sales Enablement, The Sound Of One Hand Clapping

Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they…

“Still The Question Recurs, ‘Can We Do Better?’” — Abraham Lincoln

“Still the question recurs ‘can we do better?’ The dogmas of the quiet past are inadequate to the storm present. The occasion is piled high with difficulty, and we must rise with the occasion. As our case is new, we must think anew, and act…

Gaining Consensus, “Yes?” “Meh..” “No?”

We know that complex B2B decisions are driven by consensus. The days of “the decisionmaker,” influencers, and financial buyers, technical buyers, and so forth are gone — even though achieving consensus requires many of those players. Likewise, we know the number of people involved in…

Is Attrition/Turnover Inevitable?

Every day it seems that I wake up to read new reports about work, the great resignation, people increasingly choosing to be nomads, moving from job to job. On the other side, we see employers, some of the “hottest” companies of the past few years,…

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…

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