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1 month ago | 
membrain.com | Dave Brock |David Brock
I’ve been doing some work with a brilliant CRO. We’ve been reworking and implementing a revised selling/buying process. Their previous process was poorly defined, outdated, and people weren’t using it.
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Nov 6, 2024 | 
membrain.com | Dave Brock |Dave Kurlan |George Brontén |David Brock
Often, when I talk to managers, they tell me how much time they spend coaching.
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Aug 21, 2024 | 
membrain.com | George Brontén |Dave Brock
Assumptions are an essential part of human nature. We all make them, whether it’s assuming that your political candidate means what they say or that your car will start in the morning, we may not all make the same assumptions, but we all make assumptions. Like all aspects of human nature, we didn’t develop this assumption-making habit out of nowhere. Assumptions are necessary and adaptive. You assume your security measures will keep out burglars. If you didn’t, you’d be up all night in anxiety.
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Nov 22, 2023 | 
membrain.com | George Brontén |Dave Brock
The sales industry has a leadership problem, and it’s bigger than we think. First, there’s the sales management problem: Sales professionals are promoted into sales leadership due to high individual performance, and not based on actual leadership ability. Then they are very rarely supported with leadership training, coaching, or support. But the problem goes farther than that.
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Nov 10, 2023 | 
membrain.com | Dave Brock |Mark Hunter |George Brontén |Dave Kurlan |David Brock
I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!”I ask to look at their calendars. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people. Endless discussion on “the numbers” and the challenges of achieving them. Sometimes, task forces to address these challenges.
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Nov 2, 2023 | 
membrain.com | Dave Brock |George Brontén |David Brock
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.”In the spirit of the Holiday, I responded to a few. One email was:Hey David – I can get 5Da612E7B495Bc000168C6Ba 3 new clients each month with our guided interview system.
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Sep 13, 2023 | 
membrain.com | George Brontén |Dave Brock
Ticket management isn’t a standard feature in sales software. After all, your sales team doesn’t handle tickets. That’s a customer service function. So why did a company that preaches against the Frankenstack, decide to stack a ticketing function on top of our sales platform? Because we got sick of everyone else’s. The Zendesk RantOur focus has always been enabling effective complex sales motions.
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Aug 4, 2023 | 
customerthink.com | Dave Brock
Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Or been with someone dealing with a very complex deal, and all of a sudden they come up with the right answers, or strategies? Or that individual that just seems to always have the right answers for dealing with the tough situations? Seemingly, they pull the answers from thin air, but they are, almost always, right on target.
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Aug 3, 2023 | 
customerthink.com | Dave Brock
“Do they have budget,” is a fundamental qualifying question for every seller. We have all sorts of tricks/techniques for determining this.
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Aug 2, 2023 | 
customerthink.com | Dave Brock
Most of the time, as sellers, we focus on our self interests. As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Sometimes, though rarely, we think about their buying process. But usually we think about it in the context of things we think they should be doing to make it easier for us to sell to them.
