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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
Why I Love Lazy Sales People!
I love lazy sales people! Actually, let me clarify, I love lazy sales people who consistently achieve their goals and objectives. Every organization has one or two of them, we know how to recognize them. They’re the folks that never seem to be in a hurry, they seem to have time on their hands. When management announces a new initiative, they probably whine and complain—but just the appropriate amount. They may occasionally blow off internal meetings, they may not do all the reporting that’s asked of them, they may do the minimum to skate by. They certainly never volunteer for […]
Sales Coaching, Dirty Secrets Or Misunderstanding What Coaching Is About?
I was interested in reading the Harvard Business Review post, The Dirty Secret Of Effective Sales Coaching. It’s an interesting article with many good point and you should read it. However, I think the authors present a very narrow view of the manager’s job and the goals of effective coaching. Many of the conclusions are pretty obvious, eliciting almost a “Duhhh” response. If you think about it, “coaching the middle” has a huge return. It should be obvious, there are more people in the middle, so every percent of performance improvement you get from this population has a great impact […]
References And Doing Your Homework
It was a dark and dreary night, suddenly the phone rang……… Actually, it was mid afternoon on a sunny Southern California day, but I’ve always wanted to start a blog post with that. As so often happens, when I’m in my office, a sales person called. The guy had a provocative opening, so I decided to listen, more out of curiosity than anything else. As a means of trying to establish his credibility with me, he kept dropping names of people and organizations that he thought would impress me. He rambled on for over a minute, never pausing for a reaction […]
Those Damn Customers Just Get In The Way Of Doing Business!
A friend called the other day. He’s a senior executive in the financial side of his company. He was clearly frustrated, saying, “Dave, I need your help! The people in this organization and many of the internal functions are killing us. They can’t stand the customers! They think everything would be great if it weren’t for those damned customers! How can I get them to understand — I mean really understand that customers are what keeps us in business?” I wish that was the first and only time I’ve heard this, sadly though, it’s all too common. Most people don’t […]
Your Customers Know What You Value, Do You?
My friend, Wally Bock, wrote an interesting newsletter last week on Bear Bryant. He ended it with a quote from Coach Bryant, “Can people watch you in action and tell what your value ares?” I thought about it for a moment, I think the answer is a definitive YES! 100% of the time! We live and work what we value every day–it’s impossible to hide them, at least on a sustained basis. Perhaps every once in a while we can suppress them and put on an act. So, the good news is that our values are visible to everyone, every […]
The Illusion Of Control
Let me confess, I’m a contol freak. It bothers me to think that “being in control” is an illusion. As sales people, business professionals, managers and leaders, we are always trying to control something. As sales people, we try to control the sales process—yet it’s the customer that is in control of their buying process. As managers, we may try to control our people—but we really never can control them. We have a reluctance to do something new–unless we can be in control. In reality, there is little we control–perhaps how we spend our time, our integrity, our values. (Sometimes […]