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.
Let’s face it, we care about what we care about–usually, it’s about ourselves. Are we achieving our goals, are we getting the things done that are important to us? It’s our highest priority. Not that we are bad people or don’t care about others, but we are fundamentally driven by what is important to us and our abilities to achieve our own goals. Each of us is different–some are driven by recognition, some are driven by money, some are driven by power, some by contribution. The list goes on, each of us is different. The one common thing is we […]
Read MoreSteve Burton posed an interesting question on LinkedIn: When a large ticket item 500k + is purchased in a B2B transaction how much of it so you think is down to the salesperson’s skill ? If we analyzed some these deals would the majority just be down to the buyer putting the 3 most well known options on the table and picking the most sensibly priced deal with the simplest on boarding ? My knee jerk reaction was, “Well of course!” But as I thought about it, I revised my position: Top performers always make a difference, but not only […]
Read MoreIt seems that SDR/BDRs are bearing more than their fair share of blame and frustration from their targets. Yes, I’ve whined about them many times in my blog and on LinkedIn. I’ve thinly disguised the lamest emails and recounted misguided conversations I’ve had with these poor sales people. SDR bashing and shaming has become one of the latest “sports” in social media. People with too much time on their hands and too little empathy are lashing out, naming names. Ironically, most of these people would never have the courage to pick up the phone and do what SDRs do. Don’t […]
Read MoreRetention is a hot topic–customer retention that is. We’ve all seen data around customer acquisition costs. Basically, the cost of acquiring new customers is several time higher than the cost of retaining and growing existing customers. The whole subscription model, on which all SaaS and XaaS companies are built has customer retention as a fundamental to the success of the business model. All the discussion around ABM/ABS/ABE is focused on retaining and growing our most important accounts. Makes sense! But how come we don’t see similar focus on Sales Person Retention? A recent study from Glassdoor, shows on average, an […]
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