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.
Most Fridays, I take great joy in reading Hank Barnes #FridayFails. Hank features terrible prospecting emails, calls, LinkedIn messages and critiques them–always with a bit of humor. A lot of the emails inflicted on me are the subject of Hank’s columns. It always is fun to read them, chuckle, and ask oneself, “How could people be so clueless?” Hank’s posts happen to be a lot of fun, but we see hundreds of articles every day about poor sales and marketing execution. My own posts, often, focus on huge gaps in sales and marketing execution. In my experience, the majority of […]
Read MoreWe all know how difficult it is to change. Whether it’s our own personal habits/behaviors, those of our teams, our organization/company, or getting our customers to change. There endless pithy quotes both about the importance of change and the challenges of change. There are 1000’s or articles (add one more to the stack) about how to drive change. I’m not sure I have the magic solution to change. How to make it less painful (I’m not sure we really want to make it less painful)? How to make it easier, how to get people to accept it. Perhaps the only […]
Read MoreI was sitting in a series of reviews. Sales people were walking through their pipelines, key deals and other issues. The team was struggling to make their numbers. Of course, there were a number of execution issues, with each sales person, there were challenges they had created for themselves. Chasing poorly qualified deals, not executing the strongest deal strategies, poor planning…… Their manager coached people on various areas, all focused on improving their abilities to execute. As one would expect, each person needed different coaching. But through the reviews, there two or three consistent themes that arose. There were some […]
Read MoreOne of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I pose the question, “Who’s your ideal customer,” it’s usually met with an eye roll and sigh. It’s usually answered with: “It’s the organizations that buy our products…..” “It’s the enterprise….” “It’s a C-level executive…” “Every company can use our product…” “We sell to [insert the name of an industry or market segment]……” The reality is, not everyone can or should be our customer. Defining our ideal customer enables us to focus on those that are […]
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