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 my favorite authors/thinkers is John Gardner. About 35 years ago, a mentor introduced me to his work. One of his most profound books is entitled Excellence, Can We Be Equal An Excellent Too. I reread the book at least once a year. There is one phrase in the book that I’m obsessed with, “Do not let form triumph over substance.“ Too often, I see sales people, sales managers going through the motions. They are doing the things they think sales people or sales managers should be doing, without understanding the purpose, why they are doing these things, why […]
Read MoreI’ve been writing a number of pieces looking at the future of the sales profession. I’d be remiss not to include a discussion of stupidity in selling. Stupid works, and as long as stupid works, we will continue to see organizations invest in doing things stupidly. Stupid behavior exists everywhere, and selling is no more immune to stupidity than every other sector. People respond to stupid emails. After all, people purporting to be Nigerian Princes are making money. There will always be some people that will respond to scams. And enough respond that the people exploiting these tactics to make […]
Read MoreWe–or rather my wife–had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper told my wife, “I really don’t like what I have to do here. You have too many bathrooms, I only want to clean one–or I’d love not to clean any. I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! I’ve decided to focus on the things I really like–I like cleaning the kitchen and vacuuming. By the way, I would […]
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