Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers.

Sell 115

Sell Up-sell Start-ups Growth 115

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.”

Sell 107

Sell Education Territory Engineering 107

Partners in Excellence

MARCH 31, 2024

Preface : I’ve been introduced to Daniel Schmidt by my friend Don Mulhern. While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. Thanks for you contribution, Daniel!

Sell 119

Sell Electricity Manufacturing Quota 119

Partners in Excellence

MARCH 5, 2024

Preface : Bob Apollo is one of the more thoughtful consultants I met. Whenever I went to London, we would grab a beer and solve the problems of the sales world. At one point I was headed out to Reading a lot, at the time Bob lived nearby and he would take me to great restaurants. And to my lasting delight, I rather enjoyed it.

Sell 73

Sell Up-sell Consult Pitch 73

Partners in Excellence

MARCH 21, 2024

The first is her father’s passion for selling and how Mary learned from him, developing a strong passion for selling. But before I let you move onto her story, I need to add to it. I met Mary years ago when she was Director of Programs for an educational not-for-profit in New York City.

Sell 73

Sell Education Retail Up-sell 73

Partners in Excellence

MARCH 12, 2024

Preface : Kelly Riggs and I got acquainted a number of years ago. One of the things Kelly highlights is the thrill of competing and achieving, “why I love the profession – it provides a way for me to feed my competitive nature. I want to set goals and reach them. I had never had any exposure to the business world.

Sell 105

Sell Engineering Growth Trust 105

Partners in Excellence

MARCH 21, 2024

Preface : Jose Andrade is a thoughtful sales leader with one of the most varied backgrounds I’ve seen. In working with Jose, I’ve come to deeply appreciate how he thinks about driving growth and performance improvement in the teams he leads, and his general approach to selling.

Sell 73

Sell Quota Technology Technology 73

Partners in Excellence

APRIL 16, 2024

I first met Inshal about a year ago. I was working with Howard Dover on a “business acumen” program he was introducing into the UTD curriculum in the Fall of 2023. I had piloted the concept through interviews with dozens of executives, but we needed to see how students would be able to implement the program.

Sell 107

Sell Pitch Account management Up-sell 107

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. So far, I have 51 stories (not all have been published yet). I will probably cap this at about 100 stories.

Sell 118

Sell Cross-sell Drivers/motivators Education 118

Partners in Excellence

MARCH 6, 2024

One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money.

Sell 114

Sell Non-Profits Cold Call Clients 114

Partners in Excellence

MARCH 4, 2024

Since then, we have constant conversations–and a few debates—about selling. I love Page’s perspective, it comes from deep thinking and deep reading from a variety of topics. Why am I so interested in selling? From my ‘Poppy,’ I first learned about sales.

Sell 73

Sell Mechanical Engineering Up-sell Technology 73

Partners in Excellence

MARCH 17, 2024

Preface : I met Enrico Nebbia as a result of publishing these artices. Like many others, selling wasn’t something he naturally gravitated to. But over a career, he eventually found himself thrilled with selling. ” This is the question David Brock has asked a few salespeople… I also respond to the invitation.

Sell 73

Sell Consult Management Consulting Clients 73

Partners in Excellence

MARCH 17, 2024

Preface : Chris Palmissano and I “met” a number of years ago. A line that stood out, “If you accept sales is about moving people, then it becomes easy to stay positive about selling. ” Why am I interested in selling? ” Why am I interested in selling?

Sell 77

Sell Up-sell Start-ups Technology 77

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. I HATE to lose! Sales IS business.

Sell 117

Sell Assembly Line Territory Sports 117

Partners in Excellence

APRIL 5, 2024

Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. As you will see, Martin has a fascinating and rich career an selling. So it remains stimulating and exciting after many years. The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989.

Sell 110

Sell Territory Consult Contract 110

Partners in Excellence

MARCH 5, 2024

Preface : I’ve actually never met Tobia La Marca , but we “talk” and exchange notes/ideas quite frequently. Tobia engaged me, complementing my book, I accepted his invitation. They were really good questions, I enjoyed our correspondence. I remember being a little skeptical, but agreed to participate.

Sell 73

Sell Retail Up-sell Start-ups 73

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. I get a note from Ron. It’s about something he’s observed in his work, it may be something I’ve written that has generated more ideas. At times I’ve been asked for help in areas outside of what I was selling.

Sell 73

Sell Retail Commission Territory 73

Partners in Excellence

MARCH 22, 2024

Preface: For those of you who are fortunate enough to know Maddy Goldberg , you might be asking yourself, “I didn’t think Maddy was a sales person… ” In reality, everyone sells! When I first met Maddy, I was immediately struck by her ability to engage people in meaningful ways.

Sell 73

Sell Entertainment Pitch Trust 73

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. He’s so creative in his selling approaches, looking at very large deals and developing strategic partnerships with customers all around the world. For a number of years after that I was lost.

Sell 73

Sell Strategic partnership Cold Call Up-sell 73

Partners in Excellence

MARCH 2, 2024

.” We often get into discussions and debates about the future of selling and how to drive high performance. (I I guess sparring is overstated, he and I are almost always in wild agreement). He is passionate about everything in selling and engaging customers. he is Dave Brock of course). In the beginning….

Electrical Engineering 73

Electrical Engineering Sell Mechanical Engineering Electricity 73

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” At the same time, I challenged Christian and others to answer the same question.

Customers 107

Customers Contract Consult Electrical Engineering 107

Martech

APRIL 15, 2024

A: Yes, I am Brazilian, correct. A: I never really liked economics in itself. A: I never really liked economics in itself. I like more the communication and the data part of it, so I ended up being really interested in digital marketing because it really had a lot of data you could leverage.

CRM 92

CRM Retail Technology Technology 92

Partners in Excellence

MARCH 12, 2024

Preface : When I met John Nardell a years ago, he was an eager but relatively new AE for a company selling DevOps tools. Unsure of what path to pursue, I followed the family tradition of accounting. Every day presented challenges, and I often pondered how I would endure until retirement. I felt trapped.

Sell 73

Sell Real Estate Drivers/motivators Construction 73

Partners in Excellence

MARCH 8, 2024

He’s written an number of books trust in selling, the most famous is The Trusted Advisor. But I also know something about Charlie that very few people know. Sometimes I think these people think, “Wow, I’ve got someone on the hook…” In reality, it’s just Charlie reeling them in.

Sell 72

Sell Non-Profits Trust Consult 72

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. That was interesting to me. While my mother and brother were riding roller coasters, I joined Dad in an afternoon sales conference session. I loved it and have been involved in direct sales ever since.

Sell 73

Sell Construction Consult Negotiate 73

ClickFunnels

AUGUST 22, 2022

It’s something you can package, market, and sell. This information is critical to have so that you can create compelling marketing messages for your target market… also, as we’ll talk about in the next step, it’ll help you drive tons of high-quality traffic. Knowledge is now a commodity. There’s tons of opportunity.

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

Partners in Excellence

MARCH 22, 2024

Preface: “Yo dudes and dudettes… ,” in reading this I learned something new about Spence Wixom. I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave.

Sell 77

Sell Construction Finance Up-sell 77

Partners in Excellence

FEBRUARY 7, 2024

In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” So far, it looks like the average is somewhere around 15-20%. I ask, “How are you spending your time?

Meeting 111

Meeting Presentation Contact Customers 111

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! They have a right to be suspicious.

Consult 147

Consult Business Services Presentation Up-sell 147

Partners in Excellence

JUNE 16, 2023

Over the past week or so, I’ve been writing a lot about our commitment to the status quo. I’ve written about how we are trapped in “business as usual.” ” I’ve gotten some questions, “Dave, how do we change, what should we do? And I know this to be true for most of the rest of us.

Conversion 100

Conversion Follow-up Prospecting Start-ups 100

Partners in Excellence

MARCH 7, 2024

Preface : I first met Keith Bossey about 15 years ago. He read that I was planning to be in Manhattan for meetings and suggested dinner at one of our favorite Steakhouses. We’ve continued our dialogs around the state of selling. One of my first jobs in high school was selling newspaper subscriptions. I read…a lot.

Sell 68

Sell Finance Consult Strategize 68

SalesHandy

MARCH 21, 2023

So yes because of this, it’s more important than ever to keep your sales emails as short as possible. So, don’t hold back. So, make sure your subject line is to the point. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Let’s jump right in!

Closing 98

Closing X-functional Sales Follow-up 98

Martech

FEBRUARY 20, 2024

While I can’t guarantee you overnight success, I promise you’ll walk away inspired and armed with powerful tactics to take your B2B outreach to the next level. What makes a powerful CTA and why you need one Imagine a call to action as the spark that ignites the desired action in your audience.

B2B 97

B2B Prospecting A/B testing Click Through Rate 97

Martech

MARCH 25, 2024

Lately, I’ve been feeling as if I’m living in 2013 again. No, I’m stuck in 2013 because many of the small, mid-market and enterprise marketers I’ve been speaking with over the past month are fretting over Gmail’s Primary tab, which was the big burning issue that year. But what did I hear?

Promote 73

Promote Campaign Retail Conversion 73

SaaStr

JULY 22, 2023

See Brian Halligan’s (co-founder and Chairman of HubSpot) great learning and example here: “Make a large pie & take a bite along the way: One thing Sequoia did in our Series D round was allow us to sell some of our common shares to them as part of the round. So what makes sense … in a more normal world? That’s worrisome.

Price 82

Price Up-sell Sell Sales 82

Veloxy

MAY 30, 2022

You and I know that Salesforce is the most powerful CRM on the planet. So if you’re a Salesforce user looking to follow leading best practices, continue reading this post on everything email tracking. But before you do that, consider the following: Why are there 50+ apps on the Salesforce AppExchange that do the same thing?

Inside sales 189

Inside sales Contact Follow-up Outside Sales 189

SalesProInsider

AUGUST 16, 2023

The Why Behind the But Why Caution for Sales Objections Why am I adamant about this? The Why Behind the But Why Caution for Sales Objections Why am I adamant about this? It’s also why so many financial professionals don’t like to be associated with sales…ready?

Finance 71

Finance Sales Pitch Prospecting 71