Posts by David Brock

10+ ‘Secrets’ to Technology Sales Success

The secret to sales is that there are no secrets to sales. David Brock explains that, to succeed, we just have to do the hard work.

Sales Coaching: A Two-Way Learning Experience

Every technology sales coaching interaction is a two-way exchange with multiple opportunities for both the coach and the coachee to learn and grow.

Our Customers’ Complicated Buying Journeys

Customers are seeking to reduce sales involvement in their buying process. David Brock explains how to address customer reluctance.

How Are You Helping Others Achieve Success?

Too often, we think of success as win/lose. Ironically, it’s really about win/win. We succeed only if those we work with succeed.

What Is Your Development Plan For Your People?

What is your “account plan” with each person on your team? What are you doing to maximize their growth and performance?

Rethinking the Sales Process

David Brock explains how to address the profound shift in buying, with customers preferring digital engagement channels to sales engagement.

Behind Every Problem Performer is a Problem Manager

Behind every problem performer, there is a manager that hasn’t fulfilled their responsibility with that individual, David Brock explains.

Can You Convince Your Customers to Buy?

To convince customers to buy, salespeople must help them open up to alternative points of view and find some reason to consider change.

Is Your Solution Easy to Buy?

Just because our offerings are easier to sell, doesn’t mean we will sell more. We need to think about how we make our products easier to buy.

Management Isn’t for Everyone – Nor Should it Be

Companies need career paths and development for individual contributors, or they risk losing some of their most experienced and best people.