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.
One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting. Getting that first contact or engagement is something nearly everyone struggles with. Given the difficulty we have with these first contacts, one would expect we would be driven to create the very best first impression we possibly could. After all, if we don’t, it’s highly unlikely that we will have the opportunity for subsequent meetings or building relationships with customers. We know […]
Read MoreI have to confess a weakness to spy/thriller movies. They are great Saturday evening fun. On “date night,” I try to encourage my wife we should see one, she usually finds something else . The cool/high tech spies, often, have an earpiece. There is always someone at “control,” telling them what’s happening, advising there is a bad guy around the corner and help will be 5 minutes to late. Where would Tom Cruise be without Ving Rhames whispering into his ear? At the same time, I also think, “Isn’t that voice in the spy’s ear annoying, doesn’t it distract him […]
Read MoreI’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help. Every day, I get literally 100’s of emails, and at least 20 calls from sales people wanting to sell me something. Most don’t care about what our company does, they just believe they can “help me,” pitching their products/services. Most pitches are irrelevant […]
Read MoreAs you know, I’m continually focused on getting a little better every day. I go through my ups and downs, but am generally making great progress. I’m almost embarassed to say this, I’ve just rediscovered something, it’s my single best productivity hack and has done amazing things for me. A little background. I’m rarely in my office, but when I am, I’ve designed a workspace to focus on maximizing my ability to focus and be productive. For example, I have an office with a beautiful view, but I’ve arranged my workspace so I look into a corner of my office […]
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