The Transaction

In today’s episode of The Transaction, hosts Craig and Matt sit down to talk with sales expert Dave Brock. Dave is a well-established sales consultant, the founder and CEO of Partners in EXCELLENCE, and the author of “Sales Manager Survival Guide”. They discuss the pivotal changes required in the sales approach, focusing on customer engagement, win rates, and efficient prospecting methods. Dave shares his insights on getting involved earlier in the buying cycle, understanding customer problems, and the importance of business acumen. He also shares multiple inspiring and informative stories from his many years of experience. Tune in for invaluable advice on transforming your sales strategies and achieving outstanding results from Dave!

Takeaways:
  • It's vital to understand customer pain points and align sales approaches accordingly to achieve better results.
  • By improving customer understanding and engagement, companies can achieve higher win rates, larger average deal sizes, and shorter sales cycles.
  • Instead of pitching products, the focus should be on understanding customer needs and challenges.
  • Using the correct terminology specific to the customer’s industry can help establish credibility and understanding.
  • Helping customers navigate the buying process can reduce sales cycle lengths and improve decision-making.
  • Develop guides and tools to educate customers on how to navigate the buying process effectively. This not only helps the customer but also improves sales outcomes.

Chapters:
  • 00:00 - Intro/Dave’s Rap Website
  • 01:55 - Welcoming Dave Brock
  • 03:04 - Flaws in Sales Approaches
  • 06:29 - Taking Control of the Buying Cycle
  • 12:30 - Importance of Business Acumen Training
  • 16:01 - Understanding Your Customer
  • 19:52 - The Colbert and Brock Questionnaires
  • 26:44 - The Importance of Language in Sales
  • 32:00 - Customers Don’t Know How to Buy
  • 37:57 - Engaging Customers Earlier
  • 42:44 - Dave’s Greatest Sales Story
  • 45:30 - Outro and Final Thoughts

Quote of the Show:
  • “It's so easy to change our win rates. It's so easy to change our average deal value. It's so easy to do these things. But we never do it.” - Dave Brock

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Creators & Guests

Host
Craig Rosenberg
I help b2b companies grow revenue by enabling GTM excellence. Chief Platform Officer at Scale Venture Partners
Host
Matt Amundson
CMO, Advisor, Data-Driven Revenue Leader. Chief Marketing Officer of Census
Producer
Rayanne Pruitt

What is The Transaction?

Welcome to The Transaction. The #1 Go-To-Market podcast on the planet.

Hosts Craig Rosenberg and Matt Amundson, two legendary go-to-market leaders in their own right, talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world to understand what's working in the new playbook of the post-ZIRP market.

But Craig, Matt, and their guests don't just talk theoretically, they share the stories and actionable tips, tactics, and strategies behind what's driving revenue growth that you can take and implement in your own go-to-market roles.

From ABM to PLG, from MEDDIC to MEDDPICC, the world of business is constantly evolving. We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction.