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Home / Archives for Dave Brock

Dave Brock

You Should Be Selling The Way You Buy

Sep 4, 2020 By Dave Brock

I recently had a great text conversation with an outstanding sales manager. The time zones worked out–it was evening his time, so he had the time to be a little philosophical, it was morning my time, I was desperate to find something to write about. We were talking about general approaches to engaging customers more […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Buying Process, Upselling

Are You So Busy Chasing Small Deals, You Are Missing The Important Deals?

Aug 31, 2020 By Dave Brock

I’m often amazed looking at the pipeline profiles of a lot of enterprise focused sales organizations. There is, often, a feeling the average deal size is significantly higher than it actually is. Usually, the average deal size, when you analyze the data, is significantly smaller than they think it is. A recent, somewhat extreme example […]

Filed Under: Marketing Your New Business, Startup Tagged With: Competition

Your Customers Don’t Know What They Don’t Know

Aug 24, 2020 By Dave Brock

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Customer Relations

Are You Engaging the Real Customers?

Aug 12, 2020 By Dave Brock

I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Customer Engagement, Understanding Customers

What Defines Leadership In a Crisis?

Jul 16, 2020 By Dave Brock

The past weeks and month have been, interesting. (If ever there was an understatement). In times of crises, we all look for leadership. We seek understanding, caring, answers, support, direction. As usual, in times of crises, it’s amazing and truly heartening to see how leaders and leadership emerge. So often, it’s from the most unexpected […]

Filed Under: Best Practices, Leadership Tagged With: crisis plan

Are You Managing The Process Or Is It Managing You?

Jul 1, 2020 By Dave Brock

Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). This is particularly frightening, when one recognizes customers don’t know how to buy, they wander through the buying process, going back and forth, starting […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Customer Relations

“I’m Selling As Hard As I Can, Why Aren’t You Buying?”

Jun 23, 2020 By Dave Brock

The universal lament of sales people is, “Why aren’t my customers buying? I’m busting my ass selling to them?” We make dozens of prospecting calls, send hundreds of emails. We find customers with some level of interest, then do everything we can to convince the customers to buy our products. We train ourselves about our […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Sales Process

Worst Question to Ask a Customer: How Can I Help?

Apr 16, 2020 By Dave Brock

One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the […]

Filed Under: Customer Service, Run and Grow Tagged With: Customer Engagement

Doing What Works in Troubled Times

Apr 6, 2020 By Dave Brock

Everyone is struggling to understand what they should be doing in these very difficult times. We are struggling to understand what works, whether it’s how we lead our people, how we work on a daily basis, how we engage our customers, how we move forward. The crisis has created a heightened sense of urgency around […]

Filed Under: Best Practices, Leadership Tagged With: Leadership Skills, Value

Should We Be Selling During the COVID-19 Crisis?

Mar 30, 2020 By Dave Brock

The COVID 19 and related issues have brought about a plethora of “Should We Be Selling” articles. I’ve made my position clear in previous posts. But I saw a headline that caught my attention. Should we be selling? The answer is simply, “no”.  We should be humanizing. I was struck by this, not for what […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: COVID-19, Sales

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