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.
There are few industries in the world that aren’t being disrupted in some fashion. Existing competition doing new things, new entrants with different business models, shifting technologies, global competition, business and digital transformation, industry/market changes, and continually shifting customer needs all impact our customers and their abilities to grow and succeed. Sometimes our customers recognize these–or even may be driving the change. They look at their businesses differently, they explore new opportunities and consider new strategies. As they examine what it takes to exploit these new opportunities and execute the new strategies, inevitably they are driving change initiatives in their […]
Read MoreIt seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique you recommend that causes prospects to want to meet?” “What is the best technique to overcome objections?” “What is the way I can get my customer to select our solution?” “What is the latest technology that will cause our team to consistently hit their numbers?” “How do I make sure I hire only A players?” The list goes on endlessly. Inevitably, people asking these questions find what they think is a silver bullet. Clearly, it’s […]
Read MoreIt might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. I reflect on the emails and calls, astounded, thinking, “Why do they possibly think I might be interested in a conversation or that I could even be a prospect for their solutions?” Recently, I was speaking with the top sales executive of a very large firm. He was relatively new to the organization and was very frustrated. We […]
Read MoreRecently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” It leapt out of the page, somehow it seems obvious. Yet too often, it seems we behave just the opposite. The very first emails, set the tone–they are some variant of, “Let me tell you why you should buy my product.” Every subsequent outreach, whether by email, telephone, or face to face is about the product or solution. Many cast a very wide net, not knowing what the who the prospect is, what they do, or if there is even a fit. […]
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