Dave Brock

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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