Sales Process Archives

Is the Customer Journey Really That Predictable?

By Dave Brock | May 18, 2016

I saw the Princeton Marching Band for the first time in the early 80’s. I was working in Manhattan, a few of my colleagues were Princeton grads, so every once in a while, we’d take the train to Princeton to watch a football game—and the “memorable” Princeton Marching Band. Take a few minutes to watch…

What Will You Do with Your Inbound Sales Leads?

By SmallBizClub | May 13, 2016

One of the biggest challenges for many small business owners is getting enough new sales leads—you’re always marketing and networking and getting customer referrals and buying PPC ads and posting on social media, all in the hope of finding new prospective customers. But ironically enough, many small business owners discover that once they get new…

When Do You Do Your Best Selling?

By Dave Brock | May 6, 2016

The lives of most sales people seem to be split between two types of frenzied activities—prospecting, trying to find someone willing to talk to you, and chasing down deals. Often, our engagement models are reflections of this frenzy. We send 1,000s of emails, hoping enough people respond. For those that do, we’re in a rush…

Don’t Focus on Sales Velocity, Focus on Buying Velocity

By Dave Brock | Oct 21, 2015

We spend a lot of time seeking to increase pipeline velocity, compressing sales cycles, and focusing on sales velocity. We are constantly driven to move faster. Sometimes in moving faster, we pass our customer and where they are in their own buying journey. This is where so much of our problem with getting customers buy comes…

Why Your Sales Team Needs to Embrace an Inbound Marketing Strategy

By Synecore | Sep 25, 2015

In my previous sales roles, I was told many times that in order to be successful, I shouldn’t be afraid to reach out to people. I was to go out and find prospective leads. Outreach was key and I should call as many people as I can every day. I needed to put myself out…

When’s the Last Time You Visited a Customer?

By Dave Brock | Jul 2, 2015

One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective.

The Killer Closing Technique

By Dave Brock | Jun 24, 2015

Through my career, I’ve been “taught” and subjected to 100’s of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.

How Well Do You Know Your Customer?

By Dave Brock | Jun 15, 2015

My friend Tim Ohai has a brilliant bet he makes with sales people. He puts a $100 bill on the table, saying, “If you can talk about your customer, their problems, opportunities, and challenges for 20 minutes, without ever mentioning your products, the $100 is yours.”

The Immense Importance of Follow-Up

By Bob Burg | Jun 1, 2015

“People buy when they’re ready to buy, not when the salesperson is ready to sell. It’s all timing. We can either be there when they’re ready to buy or leave it to chance.”

Is It Your Sales Process?

By Dave Brock | May 7, 2015

Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.