Dave Brock

What Are The 3 Characteristics That Set Great Sales People Apart?

Last Friday, I had the privilege of being interviewed by an executive on critical issues in buying and selling.  It was a great conversation, but one of his questions stuck in my mind.  He asked me, “What are the 3 characteristics that set great...

Buyer Beware — Seller Be Aware!

I guess as a blogger, twitter user, and sometime pundit, it’s natural to get into a lot of conversations about the impact of Social Media, and the Internet for that matter, on buying and selling.  In the past several days, I’ve had a number...

Games Sales People Play — The Challenge Of Activity Metrics

A few weeks, ago, my post on The Most Used – Useless Metric In Sales created an avalanche of comments and emails.  Many of you commented on a variety of “useless metrics” you have experienced.  One of the most popular categories of “useless metrics”...

I’ve Succumbed-I’m Talking About Sales 2.0

I’ve always hated the term, Sales 2.0.  I don’t know what it means, to me it’s always a conversation about great new tools and software systems, but not really about selling.  But I’ve succumbed.  On Tuesday, August 24, 1:00 PM EDT, Tom Scontras, VP of...

Prisoners Of Our Own Experiences

I meet with executives everyday.  They have great knowledge about their businesses–they can cite everything about their strategies, priorities, goals, key metrics.  They study their competitors incessantly, understanding their strategies and positioning.  They study their markets, and the best study their customers.  They have deep...

Professional Salesperson — Business Professional?

The other day, I wrote an article, Appointments With Sales People Fall Short Of Executive Expectations.  In it I cited data from a Forrester Research report on executive perspectives of sales people’s ability to understand their business needs, priorities, and issues.  I wanted to...

Appointments With Sales People Fall Short Of Executive Expectations

Last Week I wrote about “We Have To Call At The Top,”  suggesting the concept of right level selling.  There are many times when calling at the “C” level is critical for our sales efforts, yet we struggle to get appointments with these executives. ...

It’s Not Your Close That Causes You To Win!

We spend a lot of time talking about closing.  We focus on doing a great final presentation or proposal.  We worry about finding the right way to close–how to ask for the order in a compelling way.  Frankly, it’s too late–sales are not won...

Cleanliness Is Next To Godliness — Well Almost!

I always appreciate Tibor Shanto’s blog posts on cleaning out the pipeline, focusing on real business.  He always seems to find the right time to remind us to do this, In January, he encouraged us to Clear Out The Clutter, can’t start the New...

Our Customers Need To Do A Better Job Of Buying!

A few years ago, I was talking to a sales manager.  He was expressing some frustration, “I’m doing my job of selling, my customers need to start doing a better job of buying!”  When you think about it, there’s actually a lot of truth...

We Have To Call At The Top!

Conventional sales “wisdom” encourages us to “call at the top.”  Sales people constantly seek the “C-Level” executives, looking for anyone that has a “Chief” in their title–surprisingly customers are accommodating us with CMO’s, CIO’s, CFO’s and so forth.  We’re taught to call at the...

So Much Has Changed, So Much Is The Same

This past week, in New York, I had the pleasure of having breakfast with Mack Hanan.  Mack is the author of Consultative Selling, originally published in 1970.  Whenever I’m in New York, Mack and I get together to talk about the state of the...

I Don’t Have Time For Social Media!

The other day I was having dinner with a close friend.  He’s the President of a division of a company.  Eventually, the conversation got around to social media (is it something about me?).  He said, “Dave, I just don’t get it, you keep talking...

Reinforce And Enhance Your Sales Training With Product Training

The other day, my friend Kelley Robertson wrote an outstanding article:  Is Your Sales Training Putting Your Sales Team At Risk?  The article prompted me to think about:  Why is product and sales training separated? What would happen if we integrated our sales methodologies and...

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...

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