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.
It seems to be human nature to pick things apart. We may be looking at a new prospecting or marketing program, we may be looking at a deal strategy, we may be looking at a new organizational structure. Whatever the level we act, we have a propensity to look for faults, or what could go wrong. We hear various manifestations of that in lot’s of ways, “We’ve tried this before…..” “But we’ve always done things another way….” “We’re different…..” “There’s a lot that could go wrong…” Think of your own favorite ways to pick things apart. Too often, when we […]
Read MoreLong time followers of this blog will recognize this is the time of year when I will make a full court press on my audience to take action. It’s the time when I am blatantly asking you for your money! It’s not for me (I can hear the collective sighs of relief with people realizing I haven’t turned into a slimy sales person.) It’s for a very specific purpose: To provide clean water to those that don’t have it. It’s providing a donation–whatever you can afford–to Charity:Water. I believe each of us has a higher purpose. We need to think […]
Read MoreRecently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. The sales person identifies these prospects, engages them, and hopefully converts enough to POs to achieve her goals. We spend a lot of time talking about the importance of sales people that are outstanding at hunting to find those new logos and companies, and close them. […]
Read MoreThere’s an article that’s getting a lot of attention, If You’ve Ever Been Fired, I’ll Never Hire You! It’s a commentary on a “manager’s” perspective that being “fired” is a black spot on anyone’s career and that manager taking the position that anyone who has been fired should never be considered for a job. Unfortunately, I think too many managers share that opinion. It’s an ill-informed opinion from many perspectives. There are all sorts of reasons, good or bad that a person is terminated. What we often miss about termination is that it is as much a fault of management […]
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