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Posts by David Brock

“The Best Way to Sell Something…”

Awareness, respect and trust are critical, but they are insufficient to drive customers to change or to buy.

Customer People

Selling Would Be So Easy If It Weren’t For Those Damn Customers!

I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned. That’s a dangerous reality.

You’re Making Your Sales Quota (But Are You Doing Your Job?)

Sales people execute the company strategy in the face of the customer. Are you (or your people) doing this? David Brock explains.

Getting the Most Out of Customer Deal Reviews

Unfortunately, too many sales managers don’t properly leverage deal review. Many of the deal reviews I participate in look more like interrogations.

Buyers Aren’t Killing Sales; Sales People Are Killing Sales!

We know and encourage buyers to self educate on the web. Yet sales people constantly focus on pitching their products. Here’s how to change direction.

The Problems With Efficiency and Sales Automation Tools

Within technology sales & IT services, we need to acknowledge we are not a lean mean selling machine. Instead, we are people dealing with people.

The Greatest Disservice We Can Do To Our Customers

CEB data shows over 60% of pipeline deals end in no decision made. The terrible tragedy of all this is the customer hasn’t solved their problem.

If You Don’t Understand Your Sale Numbers, You Can’t Improve Performance

Sales & marketing are data- and numbers-driven. Too often, salespeople & managers don’t understand the data, numbers & key performance indicators (KPIs).

Are You Commoditizing Your Customers?

The “Dear occupant or current resident…” emails you send applies “commodity” thinking to our customers. Here’s why that will backfire.

Are You So Busy Selling Your Product, That You Won’t Win The Deal?

The fixation salespeople have on selling their products blinds them to what the customer wants to achieve. David Brock of Partners in Excellence explains.