Dave Brock

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...

Applying My Lessons In Martial Arts To Professional Selling

About 6 months ago, I started taking lessons in a couple of martial arts, Tai Chi and Kung Fu.  It’s been a tremendously interesting and frustrating experience.  Progress seems very slow, I feel as though I am still in the “Wax-On, Wax-Off David-san” stage. ...

How Do We Find The Time To Coach Our Sales People?

Everyone recognizes the importance of coaching sales people, but it just doesn’t get done. In a survey of several hundred sales managers, we found sales managers “coached” their sales people 1 time per quarter or less! Based on this, a sales person is lucky...

Are You Committed To Upsetting The Status Quo?

Sales is about change–if we are successful with our customers, we get them to change, buying our products and services.  But if sales is about change, why are so many sales people resistant to changing how they sell. In too many conversations, I see people...

Location-Based Prospecting? Are Ad-Hoc Sales Calls Valuable?

I’ve been intrigued about much of the publicity around Hoover’s Near Here offering.  Apparently it’s an Iphone based application for a sales person to find new prospects close to them–wherever they might be.  I’m certain this is the first of many new services that...

High Performance Sales Driven By High Performance Sales Managers

Much is written about getting sales people to perform at the highest levels. There are countless sales training programs, books, blogs and webinars that focus on sales people as individual contributors. All of this is powerful and critical for sales people, but the most important...

Will Your Sales Defy Gravity?

Note:  This post originally appeared as a guest post in Rebel Brown’s Rebelations Blog.  Rebel’s book, Defy Gravity, will be published soon.  It’s an outstanding and pragmatic guide to developing and executing business strategies. Our guest post today comes from David A Brock, CEO of...

Did You Hear The One About 4 Blind Men And The Elephant?

There’s the old story about 4 Blind Men, one on each side of an elephant, each is asked to feel the elephant in front of them and describe what they “see.”  You know the story, each describes the elephant differently because they each had...

The Coming Extinction Of The Lone Wolf!

We all know the concept of the “Lone Sales Wolf.”  That’s the person sales person that works by themselves managing the territory.  Typically, we think of them as cold calling experts, acquiring new customers, building relationships to the level needed to acquire the customer,...

What Should Salespeople Be Doing With Social Media

Social media is changing the way our customers buy and the way in which we engage our customers.  Before customers even see us for the first time, they have a great deal of information—not necessarily knowledge—about our company, our products, and our competition.  I...

Being “Tactegic”

Earlier this week, I participated in a series of reviews with a sales team.  Each sales person was presenting their key deals and what they were doing to win.  I was uncomfortable in much of the meeting, but had trouble putting my finger on...

Know Thy Audience!

The other day, I wrote about how even the best of us are seduced into pitching–perhaps when something else might be more appropriate.  At the same time, the pitch–or presentation of your solution is important.  Too often, however, we don’t have the impact we...

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