Dave Brock

An Innovative Approach To Sales Training?

The web provides endless amusement in understanding new approaches to selling.  I recently found the following post in a sales training discussion blog I participate in.  It was posted as “Huge Favor:” Hi! My name is Melanie and I need a huge favor. I just started...

Sales, The Toughest, Most Visible Job In A Company!

Recently, I’ve been engaged in a number of discussions about how tough a job sales is.  The issues usually involve:  “We have the highest risk job in the company, if we don’t hit our numbers, we’re gone!”  Or it is:  “Our performance is visible...

On Sales Process And Other Unnatural Acts!

Last night I participated in a fascinating discussion on engaging sales people.  The conversation was one of our bimonthly Sales Smack’s.  If you are interested in vigorous discussion, you ought to join these, I always learn a lot, both from what’s said, and how the...

Does Competition Beat You, Or Are You Beating Yourself?

I love competing and I love winning!  Watching the Super Bowl was great, two great teams who left everything on the field.  No this is not a post about what we can learn from the Super Bowl, but the Saints and the Colts are...

Sales Process 2010, Are You Positioned To Perform?

Yes, I’m on that soapbox again.  There have been a number of research reports released, all highlighting the decline in sales performance.  CSO Insights, 2009 Sales Optimization report is one that you should look at. It’s disappointing, but not surprising.  My friend, Dave Stein wrote...

Dear Occupant, I Value Our Relationship

I got this piece of LinkedIn Spam:  Hello ,  I’d like to connect to you to on my professional network on LinkedIn. I am a LinkedIn LION with over 4,500+ connections currently. I would be happy to connect so that we can mutually expand our…

Are You Earning Great Referrals? Are You Leveraging Them?

Referrals are critical for every sales professional.  No amount of cold calling will surpass the power of a great referral.  Yet most of us are pretty bad about nurturing and developing our customers as great referral resources. Recently, I took the time to read Paul...

Rethinking The Customer Buying Experience

I’m a great fan of Customer Experience Design.  Unfortunately, most of the work in customer experience design tends to be focused on web design, user interfaces and product design. There is some interesting Design Thinking work being done in business process/strategy.  I think as sales professionals we...

Stop Being Stupid! The Customer Isn’t Always Right

This morning, I was intrigued by a question on LinkedIn.  A person felt offended, a salesperson had criticized this individual’s company.  The individual was very upset, complaining to the sales person’s management, and posing the question on LinkedIn asking whether anyone else had experienced...

Is Sales A Blood Sport?

I’ve been having an off line discussion on competitiveness and agressiveness in selling.   In the discussion, terms like “sales is a Blood Sport,”  or “sales by it’s nature is Predatory.”  This kind of terminology disturbs me deeply.  Unfortunately, I this is too prevalent.  Just...

Who Are We Selling Against?

Who are we selling against?  It’s a question I hear as I do deal reviews everyday.  I see variants of this in blog posts, LinkedIn questions, and other discussions.  I have a problem with that question, because I think, except in one case, it...

Sometimes I’m Ashamed To Be A Sales Person

If you follow this blog, you know I like talking to sales people trying to sell me something.  It’s always interesting to be on the customer side and to be able to look at how I am being sold to.  Often, I talk to...

Lean-Mean Selling Machines

Over the past few weeks, I’ve been mulling over ideas on Lean Selling—-no not what you think.  Every sales organization I work with is lean—cutbacks have gotten rid of any “fat.”  People are busier than ever, managing larger territories, with ever growing quotas, and...

Now What Do You Want Me To Sell This Year???

This post originally appeared on January 15 in the Sales Bloggers Union, my colleagues and I were writing about quotas and commission plans.  For other posts on this topic, go to  Sales Bloggers Union. My colleagues have been quite articulate in talking about a lot...

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