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.
I’m a terrific fan of Fred Wilson’s AVC blog. I just read First Seven Jobs. I thought I’d try to remember. Babysitter: Yeah, I guess it was a job, I picked up some spending money, had a pretty significant responsibility. I did it in junior high, but didn’t do it very long or very much. Church Janitor: Our family was very active in a local community church, they needed someone to clean the church. I can’t recall whether I volunteered or was volunteered. I don’t think I was very good at it, I’d always clean the church on Saturday mornings. […]
Read MoreI had a call from a frustrated sales person. He said, “Dave, I read your stuff all the time. You are relentless in focusing on the customer, their problems, and their goals. I get it, but I’m in trouble, I need to achieve my goals!! That’s what I really care about!” I really get where this sales person is coming from. Undoubtedly, 10’s of thousands of other sales professionals are thinking the same thing. Truth be told, I try to say “No” to anything that doesn’t enable me to achieve my goals. I’m very selfish, virtually everything I do, including […]
Read MoreHopefully, any person in a sales role knows the importance of value–whatever you choose to call it, a value proposition, value creation/co-creation, value articulation, value delivery, value realization. Hopefully, anyone who has been in sales more than 5 minutes knows we have to provide differentiated value to even hope to compete, let alone win. While it doesn’t seem an advanced concept, sales professionals should know that only the customer can define what they value, that we have to position what we do in the context of what each customer values. All of these seem to be the very most basic […]
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