On Culture, Values, Beliefs
Is your company culture surviving the current crisis?
Author: David Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments.
It’s Not Always About The Deal
For us, the “deal” is about getting the PO. But for the customer it’s always about something bigger.
It’s Not About The Metrics! It’s What You Do About Them!
We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV, MRR, ARR, TCV, LTV, CAC,…
On Measuring Sales Performance
It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas.…
Coaching Managers
How can we expect front line managers to coach, if they aren’t coached themselves?
On Micromanaging And Collaborative Reviews
The difference I think is trust. Micromanagement comes from the absence of trust. Deep problem solving, collaborative coaching sessions must be based …
Prospecting Is Not An Event!
We tend to treat prospecting as an event. We want that one call, where the customer responds, and then says tell me more. Even if we do that very well…
FUD-Fear, Uncertainty, Doubt
FUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward.
It’s Not About The Metrics! It’s What You Do About Them!
I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!
Does Being On Commission Make You Untrustworthy?
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on…
It’s Account Planning Season, Again
Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align resources and activit…
Getting Real about CRM
There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could. And we waste even more ti…
Price Is Meaningless Unless..
We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to th…
Pricing And Discounting Are Different!
Pricing and discounting are different. We need to understand this.
“Form Triumphs Over Substance”
One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s…
Wearing A Blue Suit Drives Higher Win Rates
Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color suit I wear, but all accompan…
Stop dictating everything sellers do
If we are to maximize the success of our people, we have to make sure they understand our “intent.” That is, what is our vision and purpose, what …
Sales And “Product Led Growth”
The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth…