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.
Forgive me for diverting from my normal commentary on business, leadership, sales, marketing, and customer experience. I hardly feel qualified to speak about politics. Yet, I’m a proud American Citizen, and feel I can no longer remain silent. I’m ashamed of our government. It’s a horrible thing for anyone to express about their government–particularly when they are elected officials. But I’m sick and tired of the pettiness, bullying, taunting, selfish, and childish behaviors we see in our government. It’s not just the Executive Office, but also, of our senators, congress people, and many of the bureaucrats in all parts of […]
Read MoreI have to admit, this post is targeted primarily to vendors of Sales/Marketing tools, services, and consulting. I guess being a consultant in this space makes me a target for more than my fair share of poorly thought out marketing and sales approaches. Frankly, I think any person with sales, marketing, business development in their job title gets inundated with the same crap I have to wade through daily. To make my point, I have to step back to the 80’s At the time, I was an executive in the Manufacturing Industry segment of IBM. We had responsibility to sell […]
Read MoreThe only reason sales people exist is to help customers solve their problems, grow, and improve. The corollary is, if the customer doesn’t have the problems you can solve, they don’t need you! But, judging by most of the prospecting calls I get, and most I observe with sales people, too many sales people fail to recognize this. Too often, sales people call blindly, reaching out to anyone, any company, any name on their list. Inevitably, they start their conversations with, “I’d like to tell you about my company and our solutions…….” Too often, sales people don’t focus their efforts […]
Read MoreA colleague had a wonderfully colorful term to describe situations we both found ourselves in. We were both senior executives in a large corporation. Often, we found ourselves on the phone with desperate sales people. A deal was about to close and they were worried about losing it. They were pulling out all the stops, trying to win the deal at the last moment. By that time they were so desperate, they would call on anyone for help–often it ended up being either Jerry or myself. Jerry called these, “Pissing on the ashes” calls. He likened it to a house […]
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