168: If Your Win Rate Is 20%, You’re Doing It Wrong | Dave Brock

The traditional way of selling in B2B businesses no longer works. Win rates are at an all-time low. Sales reps are burning out faster than ever. Quotas are missed quarter after quarter. And so what are teams trying? To just do more. More calls. More demos.  

But the solution isn’t more. First, you have to break the cycle you are stuck in. 

In today’s episode, Damon is joined by Dave Brock. He’s a legendary sales advisor, executive coach, and author of The Sales Manager Survival Guide. He's here to break down what’s wrong with the way we train sales teams today, and how modern leaders can build cultures that actually drive performance. 

In this episode, you’ll learn: 

• Why most sales teams are stuck and what it really takes to break the cycle 
• How business acumen and curiosity outperform slide decks and sales pitches 
• The real reason tenure is shrinking in sales and what to do about it 
• How to coach your team effectively  
• What Dave is building with AI and why it might be the future of learning 

Timestamps: 

00:00 – What’s going wrong in sales today? 

02:10 – Why win rates are declining and panic is missing 

05:27 – Are people losing their drive to achieve? 

07:34 – COVID’s effect on employee disconnection 

08:49 – Culture, belonging, and why people leave 

10:32 – What great leaders do differently 

12:22 – The math doesn’t work: ramp time vs. tenure 

15:56 – How short-term thinking hurts everyone 

16:36 – Why most sales cycles end in no decision 

18:59 – The key to building trust: problem-first conversations 

21:23 – The pitch is dead—long live collaboration 

23:39 – Why salespeople lack business acumen 

24:42 – The real role of subject matter experts 

26:20 – The $500k SDR: a credibility case study 

29:23 – Where to find your next great SDR 

31:15 – Brand damage from bad conversations 

33:56 – One-size-fits-all coaching doesn't work 

34:55 – What frontline managers get wrong 

36:58 – Directive vs. non-directive coaching 

38:56 – Coaching inside every conversation 

42:32 – Using improv to teach collaborative coaching 

44:59 – Coaching in “cracks of time” 

45:54 – What’s changed since The Sales Manager Survival Guide 

47:52 – Preview of Dave’s next book: Sales Executive Survival Guide 

49:05 – Using AI as a debate partner, not a crutch 

51:25 – Learning faster through collaborative AI tools 

53:59 – Dave’s master prompt strategy for ChatGPT and Claude 

54:18 – What keeps Dave curious after decades of success 

56:35 – What extreme sports and Wu-Tang taught him about innovation 

59:28 – Why mentoring high schoolers keeps him sharp 

Resources Mentioned: 

• Partners in EXCELLENCE Blog 
• Follow Dave Brock on LinkedIn 
• Sales Manager Survival Guide by Dave Brock