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Posts by David Brock

Customer People

Role Clarity for Sales People: 20 Questions to Consider

Sales team members need to understand their jobs/roles–not just the activities, metrics & compensation plan. They need a deeper understanding & context.

Happy Sad Drama

How Employee Performance Reviews Can Kill Corporate Culture

Most performance management systems are broken from Day One. Somehow, we must make them more relevant, more useful and more fair if we are ever to drive sustained performance improvement.

Predictable Revenues: Rethink the Selling and Buying Relationship

Redefine how you look at your sales challenge. Instead, help customers achieve their goals and solve their problems through predictable purchases.

When Sales Managers Don’t Use CRM…

If we, as managers, don’t leverage business automation and CRM tools. Then we should have no expectation of our teams using them.

The Secret to Sustained Business Success: Disciplined Execution

If we examine what drives and sustains great business and personal performance, it is constancy and disciplined execution. David Brock explains.

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.

Great Selling Is Habit Forming

Changing sales habits is more than understanding or learning good habits; it’s about practicing them relentlessly, for days and months. David Brock explains.

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.

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.