Are You Solving For Your Customers’ “Feeling”
“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day…
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.
What Is The Customer Completing In Their Buying Journey?
Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and…
Does Your Customer Understand Their “Why?”
When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making a change? Why now? What…
Predictable Buying
What if rather than looking at making selling more predictable, we changed our thinking to make buying more predictable—both for the customer and, a…
Do Our Discovery Questions Really Allow Us To Do That?
The discovery part of the buying and selling processes are, perhaps, the most important part of the process. It is a huge amount of the…
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…