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 was an interesting comment in one of my latest rants, “God, Save Me From Clueless LinkedIn Prospecting.” The reader said, “At least he made an impression you will never forget.” He’s absolutely right! Every prospecting call or email, every interaction we have with a customer, everything we do makes an impression. The issue is, is it the impression we intended or want? Too often, we think we can disregard sloppiness or a poorly executed program. We skate through meetings being poorly prepared, thinking we can make it up in the next meeting. We are late to an appointment. We […]
Read MoreLong time readers will be surprised. I’ve raged against the posts predicting the death of sales. I’ve shifted my views, we are killing ourselves! The issue isn’t whether our customers no longer need sales people. They are hungry for information, more importantly they are starved for help! Our customers’ worlds are increasingly complex. They are overworked and overwhelmed. They face challenges they’ve never encountered before. Many don’t even recognize they could be doing better or that they are missing opportunities. They want to learn and improve. They want our help! Sales people should be filling that important role as change […]
Read MoreSales and marketing are data/numbers driven, at least they should be and sometimes we pretend they are. But too often, sales people and managers don’t really understand the data/numbers. Some of you are probably thinking, “Dave you are really off base here, of course we understand them, we know we have to make our numbers!” Too often, however, we aren’t looking at the right data/numbers or we aren’t looking at them in the right way. Conversations sometimes go like this: Me: “What do you have to do to make your $5M goal?” Salesperson: “I got to sell a lot of […]
Read MoreSales isn’t easy! If it was, it could be totally automated and our customers and companies wouldn’t need sales people. We continue to see those parts of selling carved away, with more effective and efficient channels being leveraged—as they should be! We don’t create value in those areas, we only create cost—for our customers and our companies. While everyone, from the entry level sales person to top sales executives, readily acknowledge the complexities and challenges our customers face and the complexity and challenges we face on engaging them, what I continue to see is people and organizations pursuing the easy […]
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