Partners in EXCELLENCE - Making a Difference
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues. It seems the universal, go to, solution for bad pipelines is to find more qualified opportunities. That is, we need to focus at the top. We need to focus on prospecting, we need to develop and qualify new opportunities. 80% of the experts, the majority of blogs, say the same thing. Post after post, including many I’ve written, will pummel you with prospect, prospect, prospect! Google “prospecting” and you […]
Read MoreFriday mornings are usually “Coaching” days. I have a number of standing calls scheduled with coaching clients. This morning, there was a call with “Bob.” At the appointed time, I called Bob, he picks up saying, “Hi, Dave…” “Bob, what should we focus on ……..” I started. Bob, “Excuse me a moment, I’ve just got to take this call, I am double booked.” “Don’t worry, call me back when you are ready for this meeting,” I respond. A few minutes later, Bob calls, he is appropriately apologetic, I am appropriately empathetic, I ask, “What should we focus on today?” “Dave, […]
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