Dave Brock

Metrics-The Secret Weapon Of Sales Managers??

Several days ago I wrote:  The Most Used, Useless Metric In Sales.  At the same time, I posed a question in LinkedIn asking people their opinions on the worst metric in sales.  I was surprised by many of the responses.  They included quota and...

“How Can I Help You — But First Let Me Tell You About Me”

My friend, Ardath Albee, and I were commiserating the other day.  We see so many misguided approaches, whether they are sales people, marketers, individuals.  They know the theory–yes, they’re supposed to be customer focused.  They know they are supposed to talk about customer needs, problems, goals.  They know they should...

The Sales Forecast, An “Informed Guess”

Several days ago, I wrote a post, The Most Used — Useless Metric In Sales.  It’s generated quite a bit of discussion in the various sites where it appeared.  In the post, I attacked the weighted probabiliy — based on progress through the sales...

Leaping To Solutions! Are We Solving The Right Problem?

Sales people are trained to be problem solvers — we ask questions, probe — once we find a problem we attack like a pit bull and don’t let go until we’ve wrestled the problem to the ground and gotten the order. So what’s the problem with...

Always Be Recruiting!

Dave Kurlan wrote an outstanding post:  Bench Strength – The Key To Replacing Salespeople.  He mentioned that managers must always be recruiting.  It’s such a simple concept, but I am constantly amazed at how few managers–at all levels do this. Here’s how the cycle goes. ...

80% of Customer Satisfaction Is Meeting Your Commitments — The Little One’s.

I’m sitting in my office–it’s 97 degrees in the office, I’m fuming, it’s been one of those weeks.  I was traveling all week, thinking I was fortunate enough to miss the very hot weather we are having in Southern California (OK, some of you may...

The Most Used – Useless Metric In Sales!

For years I’ve been amazed by the number of very smart sales people and leaders who have a blind spot in forecasting.  One of the top issues CEO’s, CFO’s, and even Chief Sales Officers have is forecast accuracy.  One of the most used forecasting...

Words Are Important In Sales

Words are important in sales!  We’re always looking for the right word–the one that best conveys what we mean, the one that will immediately resonate with the customer, the one that cuts through everything else creating great clarity. Sometimes we use way too many words,...

Shortcuts

It seems to be human nature to take shortcuts.  We want results immediately, we don’t want to invest the effort normally required to achieve a goal.  We somehow think that we are the exceptions to the rule–while others have to make an effort, somehow we...

On Being Customer Centric

Customer Centricity is a hot topic these days.  I get on my soapbox on Customer Focus, Customer Experience, How Buying Is Changing, and various aspects of being Customer Centric.  As a result, I get a lot of calls and queries about being Customer Centric. ...

Sales Goals Or Sales Process, Which Is Most Important?

Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales Process:  Which Is Most Important?  Frankly, the question confuses me, it assumes that sales goals and sales process are mutually exclusive.  Geoffrey seems conflicted, as well.  Later, using the example of an...

You Lose Because Of What You Don’t Do

Over the past few days, I’ve been participating in a loss review with one of my clients.  It was a painful loss, it was a major opportunity, with a prestigious customer.  The winner would lock up the business for the foreseeable future.  My client had...

Are You Playing At The Top Of Your Game?

I know, I know, we use way too many sports metaphors to talk about selling.  But we really can learn a lot by watching high performing athletes in some of the most important sports events.This past weekend was packed with some of my favorite...

May I Speak To Ms. Company Inc?

I got a really interesting email today–actually, I get these emails periodically from various organizations.  Today’s was from a very large company that we’ve done business with before (we are a customer of the company).  The email was very personal, it started:  Dear Dave……….    It...

Are You Selling Within Your Own Company?

I’m constantly surprised by how poorly many sales people communicate within their own organizations.  Sales people complain, “I’m not getting the information I need to finalize my proposal to the customer,”  “My customer isn’t getting the service levels I committed,”  “I’m not getting the...

For Sales Success – Everything Passes Through Finance!

In Tom Peters’ The Little BIG Things, on Item #46, he makes the point that  “Everything Passes Through Finance.”  It’s such a important, yet too often ignored critical success factor for sales people.  In virtually every situation, Finance is always somehow involved in the sale. ...

7 Questions You Must Be Able To Answer To Win The Deal!

I’m constantly about how few sales people really understand what their customers are buying.  They know what they are selling, but they can’t explain what they are selling it for—that is why the customer is considering buying the solution and the value it creates...

Call Avoidance

I’ve fallen into a trap, it seems my preferred mode of communication is becoming digital–that is, I email, tweet, text.  It’s so fast, convenient.  To tell you the truth, often it’s the most effective.  A lot of our communication is “asynchronous,” or one way. ...

Stop Solving Your Customers’ Problems!

As sales consultative sales professionals, we focus on solving our customers’ problems.  We qualify customers by finding those with problems they want to solve, focus on identifying their pain and needs, then propose how our solution addresses those better than any others.  And our...

To Get Monstrous Results, Are Our Customers Prepared For Monstrous Change?

I was having a conversation with  close friend this morning.  He was expressing frustration with a customer not moving forward on a particular deal.  At the height of his frustration, my friend said:  “We can have such a Monstrous Impact on the customer, why...

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