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Making A Difference – Thoughts, Observations and Opinions
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Latest Posts
Do I Care?
Mitch Little read my recent post on competing to lose 80-85% of our deals and responded with something that stopped me: “Your analysis is spot on. You clearly outline how to succeed. Now how do we light that fire?” He went further: “If people do not truly care, but only go through the motions, we will continue to actually deteriorate in outcomes.” My first instinct was to write about how organizations need to create conditions where people care. How leaders need to restructure metrics, coach differently, and focus on quality over volume. But the more I thought about it, I […]
“We Are Competing To Lose 80-85% Of Our Deals!”
Imagine a CRO presenting to the exec or investor team. This CRO is presenting their GTM strategy, and a key statement in that strategy is, “We are competing and hoping to lose 80-85% of the deals we invest in!” We all know what happens. That CRO is sent packing, a new CRO is brought in, a new playbook. Three months later, we see, “We are competing to lose 80-85% of our deals!” This strategy is unspoken. Few would call it a strategy, but it’s pervasive in so many organizations, particularly in the tech sector. The way it’s expressed is, “We […]
Is AI Making Our People More Capable Or More Efficient?
News about AI tools fills all my feeds and most of my conversations. New tools/use cases emerge almost hourly. Surveys show 94% of companies are “using” AI in some way. In GTM, AI is hitting everything we do. Our outbound messaging and emails, our pre-call research, conversational intelligence, performance dashboards, and too many to mention. And AI Agents are taking over much of the work, itself, handling responses, calls, scheduling meetings and many more. We hear so much about how efficient AI is making us. It compresses tasks that used to take hours into minutes. But there is a key […]
What If The Sales Process Helped Customers?
The sales process is critical to navigating our way to winning each deal. We have carefully crafted stages, each identifies critical activities and exit criteria. All targeted to the close and a PO. Each is carefully structured, focusing on our activities and our progress. Did we qualify them? Did we conduct the discovery call? Did we do the demo? Did we provide them a proposal? Are we handling their objections? Are we conducting the right negotiations to win? We have metrics measuring our progress. How much time in each stage? What is the deal velocity? We associate our probability of […]
Attitude Is Everything!
“Attitude” is one of the most confidently used, yet least defined words in our vocabularies. We hire for attitude, we fire for it. “Jill’s got the right attitude!” “What’s it with Ned and his bad attitude?” Attitude permeates our language, training, and performance discussions, but when we use it, what are we talking about? When we use the word attitude, what do we mean? What’s the definition of the word? And if we understand that, can we actually do anything about attitudes? When someone has the “right attitude,” what does that mean? What we are really observing is their behaviors. […]
Drowning in Acronyms: A Survival Guide
This morning I was reading a series of LinkedIn posts. A colleague had a fascinating and important post, and he introduced an acronym that would help us remember it. Then I saw others about MEDDICC, MEDDPICC, SPICED and even one on BANT. Then I started scrolling through MQLs, SQLs, and ICPs. And then there are FOMO, FOMU, FOFU. And we have ABM, ABS, ABE….. SaaS introduced a whole new variety of acronyms. Rather than using terms that fit other markets, it introduced a new language and the associated acronyms: ARR, LTV, CAC, NRR and on and on. Where other industries […]