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.
We encounter them all the time. The customer has a point of view that differs from that we wish they would have. Perhaps, they aren’t as interested in the things we want them to be interested in. Perhaps they don’t respond in the way we hope they respond. Perhaps they are asking questions we prefer they don’t. Perhaps they seem to favor something other than what we would like. Perhaps they simply don’t care. The customer has “objections.” Millions are spent, every year, on “objection handling techniques.” We learn how to avoid “objections,” how to “handle” them, how to use […]
Read MoreFor those who know my background, many may be surprised. But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling. Afterall, there are probably easier ways of making as much or more money. And quota has never been my target. It’s something I pass on the way to achieving my goals. I love selling because of the challenge. Finding customers that […]
Read MoreInnovation is critical for all of us. It enables us to…. well, innovate. Innovation underlies change. It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. A lot is written about innovation. Much of it focuses on disruptive innovation. Disruptive innovation probably overlaps, significantly, with invention. Disruptive innovation represents something that is brand new, disruptively so. Disruptive innovation may be radically new and different products, business models, processes. For example, the invention of 3-D printing has driven the disruptive innovation of additive manufacturing–changing dramatically how things are manufactured. Businesses like Uber, […]
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