#113: David Brock Returns: Why a 15% Win Rate Should Terrify You (Not Satisfy You)

What separates a consistently great salesperson from a consistently mediocre one - when they work for the same company, sell the same product, and operate in the same market? Bestselling author David Brock returns to the show to answer exactly that. After writing the Sales Manager Survival Guide, David spent years trying to crack what was missing from the conversation around sales performance. The answer became his latest book, Good Enough, Good Enough - and it has nothing to do with your CRM, your tech stack, or your training programs. In this episode, David and St John unpack the mindsets and behaviours that actually drive sales excellence: caring, purpose, curiosity, accountability and discipline. David explains why a 15% win rate means you're losing 85% of the time, why organisations that hit their numbers are often the ones most blind to their own mediocrity, and why the soft stuff is the hardest stuff for managers to coach. You'll also hear how to recruit and interview for curiosity, the redirection question that kills excuses in coaching conversations, the story of the $20 billion company that was aiming too low, and why you're not too busy to learn - you're too busy because you're not learning. Connect with David on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠: https://www.linkedin.com/in/davebrock/ Check out his wonderful books on Amazon: - ⁠The DNA of Sales Excellence: https://www.amazon.com/dp/099756024X/ ⁠- Is 'Good Enough' Good Enough⁠: https://www.amazon.com/dp/0997560223/ +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1. No subscriptions or contract. Cancel anytime: ⁠https://www.ruralsalessuccess.com/fieldcoachio-welcome⁠ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz