Everything you need to know about sales is in Green Eggs and Ham: Madlibs feat. Dave Brock

I have started a new content piece! I am calling it Madlibs with the Funnelholic. It is a really fun exercise where I send thought leaders and practitioners 20 unfinished questions and ask them to finish them. We will try to pose one in sales and one in marketing each week. Our first one is with Dave Brock who is an expert in sales and business building. His answers are a bit snarky…just the way I like it.

    1. The b2b buyer is  desperate for help in improving their businesses and lives. This is the opportunity for sales to serve their customers.
    2. The biggest innovation in sales is  The invention of two ears to listen very carefully, then one mouth to probe with more insightful questions. Hmm, why didn’t I say a “brain.”
    3. The coolest thing happening in b2b sales is  finally realizing it’s all about the customer and trying to change our behaviors and execution to reflect this.
    4. My favorite Sales 2.0 technology is  a pad of paper and pen, and a list of good questions.

    5. My favorite sales book is  Green Eggs and Ham—truthfully. It tells you everything you need to know about selling.
    6. Social selling is not about technology, but about establishing deep connections with customers. We may leverage technology to do this.
    7. I use Linkedin to to research people I am calling on or who are calling on me, as well as to identify new people I should be meeting.
    8. Cold calling is an important part of every sales person’s job. Cold calling should not be mistaken for unprepared, random, or careless calling.
    9. In b2b, the idea of a funnel is to provide the sales person a set of metrics to help identify whether he/she is going to make the number.
    10. The first thing every sales person should do is eat a good breakfast, take a shower, and brush their teeth. Then spend some time reflecting on what you need to achieve in the day, what your priorities are, how you are going to spend your time and make sure it is tied to your overall plan.
    11. Voicemail is voicemail, email is email, twitter is twitter. Where should I stop. All are tools we use to engage our customers.
    12. The biggest mistake sales people make is failing to think, failing to think from the customer’s point of view, failing to think about what value they create in every interchange with the customer.
    13. The biggest myth in sales is there is a Santa Claus, Easter Bunny, silver bullet, and a magic formula or set of steps to achieve success. It is focused, disciplined, hard work. Only people who can think and act should apply.
    14. My most forgettable sales experience was this article will never be long enough to contain them
    15. The hardest part of selling is getting your personal ego and arrogance out of the picture. Focusing on the customer.
    16. The next “hot-thing” in sales will be helping the customer improve their business and achieve their goals. I get a sense of déjà vu all over again. That’s been the next hot thing since I’ve been in sales. Wonder when we will ever achieve it.
    17. In 2015, sales will be: We will switch our nomenclature from 2.0 and 3.0 to sales 2015, followed by sales 2016, etc. This will provide an endless continuum of blogs, articles and opinions but an easier structure to organize them and repeat the same thing year after year, but with a different banner.
    18. My favorite sales saying is: When the going gets tough, the tough go to lunch. Or maybe Coffee is for closers. Actually I’ve never thought about it.
    19. Over the next couple years in sales, I can’t wait to see us stop talking about the same things we’ve talked about the past 30 years with yet another layer of technology on it. Let’s move forward substantively in the conversation and not have the same discussion over and over.
    20. Madlibs with the Funnelholic is: Hmmmmm………have to think about it

Dave Brock is President and CEO of Partners In EXCELLENCE, a global Partners in Excellence consulting company focused on helping organizations and individuals achieve outrageous levels of performance. Dave is known for his work in business strategy, sales, and marketing, working with organizations like IBM, Microsoft, SAP, Oracle, Canon, HP, AT&T, the Government of China, GE, Citicorp, Siemens, BT, Walmart and others. His work has been published in Business Week, the Wall Street Journal, Selling Power, and other publications. You can follow Dave at his blog, www.partnersinexcellenceblog.com, on twitter at @davidabrock.