Partners in EXCELLENCE - Making a Difference
Blog
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
Are We Accomplishing Enough In Customer Meetings?
Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. At the same time, customers are engaging sales people for only a small time in their buying process. This raises the questions, “Are we accomplishing as much as we can in each engagement? Are we maximizing our contribution to the customer in those ‘meetings?’ Could we accomplish more, creating more value with the customer? Are we engaging the customer in a way that earns us more time and greater engagement for the customer?” Unfortunately, I think we fail too […]
The Customer Focused Sales Process
We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Usually, these are all focused on what we have to do to achieve our goal–getting a PO. We prospect to find potential opportunities, we qualify some with the idea the prospect is interested in buying our products. Then we go through some sort of discovery process. Usually this focuses on identifying their needs for solutions we sell, understanding how much they […]
Everyone Has A Customer
We struggle to be “customer focused.” Somehow, our priorities and goals have precedence over understanding and helping our customers. At the same time, we know the most effective/efficient path to achieving our goals is through our customers, creating great value with them. But what if everything we do, in every part of our organizations focused on serving the customer. How would that change our engagement strategies? How would it change everything each person in our organizations do? Some would scratch their heads, saying, “We get it, our companies have customers. But it’s the job of sales, marketing, and customer service […]
Are You Curious?
Curiosity is the single skill that transforms everything we do. Sadly, too few talk about curiosity–in fact we seem to be incurious. Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. Imagine curiosity as a key management/leadership attribute, how would this change the way we coach, develop, and lead our people. The curious salesperson will engage the customer with questions. Their curiosity will compel them to learn about the customer, what they are trying to achieve, what stands in the way of their goals, why they do the things […]
Are We Numbed By Work?
I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions. The most startling thing was his statement about how that carries over when we leave work, we tend not to force ourselves to think, […]
“Who Do You Work For?”
My friend Rene Voorhorst and I were having one of our periodic conversations. He’s been leading his team through a remarkable journey. We were talking about an initiative focused on deepening the strategic insights and value with their major customers. He relayed a story from one of his people. This salesperson was in a meeting with a customer, they were talking about a business strategy the customer was looking to implement. The salesperson was contributing his ideas about the key issues, risks, alternatives the customer might consider. At the end of the meeting, one of the customers came up to […]