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.
Recently, I had the privilege of speaking to Noah Goldman on the Enterprise Sales Podcast about the importance of front line sales managers in maximizing the performance of their teams. Join Noah and I in this discussion as we cover a wide variety of things, including: How do we develop stronger and more diverse career paths for sales professionals? How we help our people achieve their goals, so that we can achieve our goals? The importance of “caring” as a sales leader? What’s different about Millennials? What’s critical for success as a front line sales leader? How should sales leaders maximize […]
Read MoreI was stunned reading an article in Fast Company: Five CEOs On The Skills It Takes To Land The Corner Office. The skills they identified were: How to say “No.” How to pitch. How to read financials. How to take criticism. Knowing how the work gets done. It’s amazing there was virtually no mention about effective leadership–that is caring about your people, inspiring them through a great vision, reinforcing it through a great culture, creating ownership and alignment in the organization, and helping each perform at the highest levels possible. Business is about people. No top leader is ever responsible for […]
Read MoreSales success isn’t so much about selling skills, techniques and approaches. It’s not so much about product knowledge or even knowledge about your customers. It isn’t about the tools we use, how we are engaging socially. While all these things are important and necessary to our success as sales professionals and leaders, fundamentally, success in sales is about caring. Think about it, as sales people we are fundamentally looking for opportunities, trying to convince people about how to change–when they don’t necessarily know they should or even may not want to. It’s overcoming resistance or even indifference, whether it’s our […]
Read More