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Posts by Dave Brock Subscribe

What's Your Special Number?

I spend a lot of time writing about metrics and performance management. It’s critical that we Know Our Numbers. It’s important to analyze performance over time, understanding where we are successful where we need to improve, and identifying new...

Posted February 24, 2014    

"This Conversation Is Really About Me"

The other day, I was speaking to a sales executive.  We were talking about improving the impact of sales people in engaging customers, finding and pursuing more opportunities.Before I go further, this was a very sharp executive.  The sales...

Posted September 12, 2013    

Customer Retention: Different Approaches

Customer retention is a critical issue. Wisdom (and data, though it’s not at my fingertips) says that it costs us less to keep a good customer than to acquire a new customer. But it seems companies take two different approaches to customer retention...

Posted April 16, 2013    

What If We Managed Our People The Way We Sold To Our Customers?

I had this brilliant idea for a post on sales leadership and organizational transformation.  When we sell to our customers, we give them insight about how to improve there businesses, we help them identify new opportunities to grow, to...

Posted January 12, 2013    

Starting With a Clean Slate

Sales is one of the few professions when we start each new (fiscal) year with a clean slate.  Everything is reset.  Whether we had outstanding success and overachieved are quotas or we struggled and didn’t quite make it, we come into...

Posted January 1, 2013    

The Survey Says, "You MUST Be Ecstatic With Us!"

Surveys are and should be a powerful way of getting feedback.  Properly used, they can provide great insight on where you are doing well and where you can improve.   Too often, however, surveys are being abused.  They may be...

Posted October 9, 2012    

Metrics Matter, But Which Ones?

As sales people, we’re certainly familiar with metrics.  There are all sorts of measures that are supposed to help us set priorities and drive our behaviors.  The king of all metrics, hanging over our heads like the Sword of Damocles...

Posted August 2, 2012    

'The End Of Solutions Sales'

In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.”  Upon reading this, I immediately thought of Mark Twain’s quote, “Rumors of my death are greatly exaggerated.”...

Posted July 23, 2012    

A Missed Customer Service Opportunity (Oh No, United)

At this moment, I’m sitting in the United Club in Concourse C at Chicago O’Hare.  I should be sitting in an airplane climbing to 35,000 feet.  Instead, I feel as though I’ve spent half my life in this club—and that’s just this evening....

Posted July 4, 2012    

Sales Moves: 'Well It Worked, Didn’t It?' (Not Really)

I’m constantly amazed by the misrepresentations, lies, and trickery sales people use to reach a customer–either to get a customer to answer the phone or to arrange a meeting.  Every time, I think I know all the approaches and can protect myself...

Posted June 25, 2012    

Social Selling: Finding The Decisonmaker(s)

As salespeople, we are trained to ruthlessly seek out the decisionmakerand focus all our efforts on that individual.  Whether it’s to understand their needs, provide insight, pitch a solution, our focus is on finding the decisionmaker and...

Posted June 22, 2012    

Sales And The Dreaded “P” Word

No this isn’t a post about pricing.  There’s a “P” Word that strikes dread into the hearts of every sales person–it’s purchasing (or procurement).  We all dread purchasing.  We do everything we can to avoid them or work around them....

Posted June 4, 2012    

Customer Centricity And The Cloud

I’m venturing into a little different area than what I normally write about, but I have a real passion for software and technology.  A large number of our clients are technology companies—hardware, software, and services companies.  I...

Posted May 25, 2012    

Duz Speling nd Gramer Matr?

When I was a young sales manager, my manager had a big candy jar on his desk filled with dollar bills.  In my first meeting, I learned its purpose.  I was presenting where my group was year to date, what our plans were, and the support (...

Posted May 24, 2012    

Collaboration–Now More Critical Than Ever

Those of us who  sell complex B2B solutions to large companies live in a world that is increasingly complex.  Our customers face very challenging problems.  Our solutions are very complex.  Gone are the days when a sales...

Posted May 22, 2012    

The Web, The Answer To All Our Customers’ Prayers!

Let’s face it, customers really hate us.  They will tolerate our marketing content—as long as it isn’t too promotional—just the facts, please.  Sales people, well that’s another story, we’re really a total waste of their time, unless they...

Posted May 17, 2012    

How Easy Are You To Do Business With?

I have to admit, I’m writing this out of a little bit of frustration.  I have a prospect; it’s virtually impossible to communicate with them — at least through the normal channels.  Now, you may say, “Dave, don’t you get it–they don’t want...

Posted May 7, 2012    

If You Don’t Know Where You Are Going, Any Road Will Get You There

A well known saying, “If you don’t know where you are going, any road will get you there.”  I’d like to add a corollary, “It helps to pay attention to the signposts.”  Yes, this is a post about establishing and executing plans....

Posted April 29, 2012    

Are We Speaking The Customer’s Language?

Recently I was in China in a series of meetings with CEO’s of Chinese companies.  The meetings were great, but we each struggled to maximize their impact.  My Mandarin is very limited–basically to “Hello,”  “Thank you,” and a couple...

Posted April 25, 2012    

What’s In It For The Person Paying The Bill?

I received a frustrated email from a colleague the other day.  He described a sales situation—he’s selling a solution that creates a tremendous return for this customer.  The return is about 4 times the investment –  a business case...

Posted April 22, 2012    

 
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