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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
Rethinking Qualification
Qualification is, perhaps, one of the most important factors to our sales success. If we chase the wrong deals, if the opportunity is an “opportunity” only in our dreams and there is little customer commitment to change, if we can’t be competitive–we waste our time and our customers.’ Sadly, most sales people do a terrible job at qualifying. As a result pipeline quality plummets, win rates plummet. And that starts the vicious cycle of finding more deals to build our pipeline, which we continue to fill with junk, and we don’t produce results. Qualification is important to all sellers. We […]
Do You Have A Daily Learning Objective?
I was participating in a webcast recently. One of the speakers pose an intriguing and important question, “Do you have a daily learning objective?” The response from the audience was predictable, a minority of the participants had a formal objective. Some had good intentions, the majority had no formal plan. Later, I started posing the question to others. The responses were similar, but I also heard a lot, “I take the training my company asks me to take….” By contrast, when we study top performers, each person has a formal objective. Some set aside a period of time to read, […]
The “Secrets” Of Sales
Recently, I was approached to talk about The Secrets Of Sales. When asked, it caused me to pause. On reflection, I realized, there are no secrets of sales. We already know all of them, the problem is we don’t execute them. Somehow, I think people look for short cuts, or they want to find the “Easy” button. They think there is something or that some “guru” has a trick/technique that changes everything to selling. But there are no secrets to sales. We know what it takes to succeed, we just have to do those things—and possibly that’s the problem. Selling […]
Rethinking Rev Ops
There’s a lot of discussion about rev ops. In a lot of it, I wonder, “What problem are we really trying to solve?” To be honest, I think much of the justification we use in looking at Rev Ops misses the true opportunity. Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience. I’m really doubtful that organizational changes solve alignment and collaboration problems. There are countless examples of alignment and collaboration problems within sales itself, or marketing, or customer experience. Simply smashing these functions together under one organization doesn’t solve these problems–and could exacerbate […]
Start With The Customer
When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. It’s an internal view, primarily focused on internal objectives and goals. We may be trying to hit certain spend/budget goals. We always focus on what’s easiest and most efficient for us. We optimize the overall equation on our goals and our preferences–revenue, expense, headcount, productivity, and so forth. And then we “Go To Customer.” We inflict our strategy on the customer. And it may […]
“What Did They Buy It For?”
Some years ago, I was doing a review with a sales team. They closed a huge deal, one of the biggest in their region for that quarter. I called them to congratulate them on their success, asking, “What did they buy it for?” The answer stunned me, the lead sales person proudly responded, “They bought it for about $20M!” But they didn’t answer the question I was asking, so I asked again,”That’s great, I’m really delighted we closed that deal, but what did they buy it for?” Confused, the sales person described what they had sold–it was a mix of […]