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2 weeks ago | 
membrain.com | Dave Brock |David Brock
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey. Our models/frameworks, whether buying or selling, are clean, linear, structured, logical and rational. And we develop metrics aligned with these models. We think systems and processes. We diagram, flowchart, checklist and script.
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1 month ago | 
membrain.com | George Brontén |Dave Brock |David Brock
My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an important concept, and at the root of many of the challenges we face in growing our businesses. I’ve written too often and whined too much about our continued inability to focus on effectiveness, outcomes, and continual improvement. I don’t want to reiterate those issues here.
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1 month ago | 
membrain.com | Dave Brock |David Brock
My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help them do their jobs, to find the shortcuts or secrets to success. I look at them, most are pretty good, there are always interesting ideas and approaches. But there’s a problem with them... They don’t really work. Let me revise that, they work extraordinarily well for the people that develop them.
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Feb 28, 2025 | 
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 Their previous process was poorly defined, outdated, and people weren’t using it.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.
