168: If Your Win Rate Is 20%, You’re Doing It Wrong | Dave Brock
Dave Brock, legendary sales advisor, executive coach, and author of The Sales Manager Survival Guide, joins host Damon Lembi to diagnose what’s going wrong in B2B sales - and what modern leaders must do to fix it. In this episode, Damon and Dave dive deep into why the old ways of selling are broken, why win rates are falling, and how leaders can shift from “more activity” to smarter, more human-centered strategies that actually work.
Read the full breakdown of Dave Brock’s episode on Learnit.
Key Leadership Lessons from Dave Brock’s Journey:
Stop chasing volume and start building trust: More calls and demos won’t fix broken sales strategies – curiosity and problem-first conversations will.
Short-term sales thinking is sabotaging long-term success: Quotas, ramp time, and high turnover don’t add up - it's time for a new math in sales.
Coaching is your secret weapon: Real coaching happens in the “cracks of time,” inside everyday conversations - not quarterly reviews.
Connect with Dave Brock:
Website: Partners in EXCELLENCE
LinkedIn: Dave Brock
Dave’s work has been featured across the sales leadership world for his bold ideas on coaching, culture, and now - AI-powered learning tools that prioritize critical thinking and curiosity.
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