Subscribe To Our Daily Enewsletter:

Posts by David Brock

Compressing Our Customer’s Buying Process

What’s the real reason to accelerate a customer’s buying process? The answer involves the value the customer gets from the implementation of the solution.

Sales Leadership Is Not About KPI Monitoring

Too often, sales managers focus on “monitoring” their sales team’s KPIs (key performance indicators. Turn away from your CRM dashboad and do this instead.

Why Sales People and Manager Churn Rates Are Unacceptable

We are completely turning over our organizations–management and sales people — roughly every 3 years. That churn rate is unacceptable.

Journey Walk Feet Legs

The Buyer’s Journey: One Step At A Time

Most sales people focus on the outcome of the deal. It’s time for a course correction.

What’s the Customer Business Problem?

What if sales people positioned themselves as problem finders or problem identifiers for customers? Here’s the logic from David Brock.

Zero-Based Sales Planning and Budgeting: The Value Explained

What if we took a few moments to think about the sales function and how we sell from a zero-based budgeting approach? Here’s how.

The “Real Cost” Of A Salesperson

Assuming you hire the right sales person it could take a year to properly measure the person’s performance. Hire the wrong person and things can get really expense.

The Sales Conversation of the Future: Siri Dials Alexa, And…

Artificial intelligence (AI), machine learning (ML), Amazon Alexa and Apple Siri. Listen closely for the future of sales…

Are Traditional Sales Skills Still Relevant?

Categorize this post as “thinking out loud.” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to […]

Crowd Audience

Memo to CEOs, Entrepreneurs: Praise Your Pushy Salespeople

Conventional wisdom says no one likes a pushy sales person. But in some ways, that’s flawed thinking. David Brock of Partners in Excellence explains why.