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Making A Difference – Thoughts, Observations and Opinions
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.
Latest Posts
Starting With A Clean Slate
Sales is one of the few professions when we start each new (fiscal) year with a clean slate. Everything is reset. Whether we had outstanding success and overachieved are quotas or we struggled and didn’t quite make it, we come into a new year with clean slates. New quota’s. Sometimes new territories and customers. Usually a lot of excitement around new initiatives and programs to help us be more successful. We may have celebrations—Sales Kickoff Meetings–celebrating the success of the past year and getting excited about the coming year. It’s a great feeling! However, in reality, we aren’t starting with a […]
Thinking Of Others —Water Changes Everything
As we enter the closing hours of 2012, it’s a time when all of us pause to reflect on the past year. Things we’ve achieved, things we missed. We start anticipating the New Year. The wonderful thing about sales is that each year, we get to wipe the slate clean and start all over. Whatever our performance in the past year, it’s a new year with new goals, new programs and initiatives, new challenges. We get to go into the New Year refreshed, everyone is on equal footing. (My apologies to those of you whose fiscal year doesn’t end with […]
It’s Your Right To 100% Share Of Customer And Territory
When I first started selling, I learned a lesson that has stuck with me — and shaped everything I do since then. I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” I also learned it was my responsibility to figure out how to achieve this. Many of you may reject this as being obnoxious–representing the worst thinking of a sales person. After all, it is impossible to achieve 100% share–and if you did, it might be considered illegal. But the principle, the belief, the attitude it created within me is where the […]
Principles, Not Policies Drive Performance Effectiveness
“The beatings will continue until you get is right!” OK, so I’ve taken a bit of an extreme position, but I’m constantly amazed at how many executives believe that they can mandate their way to performance improvement. It starts out harmlessly, some policies, some rules. “Please comply with the following procedures…..” We’ve all seen them. Some of us have unwittingly put these in place. Don’t get me wrong, rules and policies have their place. But they aren’t the most impactful means of driving and sustaining performance improvement. Everything starts with basic principles—How do we hold the customer? How do we feel […]
Don’t Forget Your Sales Process
This time of year always brings a convergence of all types of activity. We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs. Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. New initiatives focusing on the fastest start possible. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one […]
Aligning Your Sales Process With The Customer’s Buying Process
Aligning buying and selling processes is critical to connecting with customers effectively, creating value in each call. OpenView Labs asked my perspectives on how to do this most effectively. Take a look at this short video. For the full text of the interview, go to Aligning Your Sales Process With The Customer’s Buying Process.