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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
The Sales Game Has Changed, Are You Playing To Win?
Webinar: Driving Demand in a Demanding MarketJuly 15 11 AM PST / 2 PM ESTAs a sales executive, you know how difficult it is to increase revenue while decreasing costs in today’s selling environment. You’re under pressure to produce sales. Missed deals are costing you money. You need new ways to get smarter and more productive quickly – not more of the same. But which new sales strategies will help you uncover hidden demand and maximize revenue potential without breaking the bank?Tune in to our live webcast to hear a panel of experts discuss strategies on how to boost sales […]
Fixing Sales Training, Chicken Or Egg?
I’ve been quietly following my friend Dave Stein’s posts, tweets, and rants about the state of sales training this week. I guess the ASTD conference set him off, but I’ve been quietly cheering him along. Sales training seems to be one of those things people constantly complain about — management, sales people, training people — yet somehow we are content in not doing anything about it. Billions of dollars/euros/yuan are spent, with little impact; but those dollars will be spent next year (maybe a little less) and the same complaints will persist. Where does the fault lie? I’m not sure, […]
How Important Are Partnerships To Your Sales Strategies?
I have written a lot about Strategic Partnerships and Alliances as part of your sales strategies. Over the past tow weeks we have been conducting a survey on the importance of partnering to sales strategies. We gotten good participation and, on a preliminary basis, some very intriguing results. Some of the results are actually a bit of a surprise to me—I think people will be quite intrigued with what the final outcome. We will be closing the survey on June 12 and publishing the results soon afterwards. We wanted to give people a final chance to participate in this important […]
Oh So True—An Amusing Diversion.
Many of you who follow me or know me, know that I am an avid road bicyclist. Today, I saw this from Jessica Hagy’s ThisIndexed blog and couldn’t stop laughing. It is so true—I’ve spent a lot of time picking bugs from my teeth, learning when you do a fast down and are surrounded by fields, keep your mouth closed. Her title was so appropriate: Mmmmmm—Protein!
Top Sales Expert Sales Community
Top Sales Experts Is Building THE Most Significant WorldwideSales Community on the Internet. I’ve been one of the “experts” in this group and gotten great value out of the associations I have developed in the organization. I’d like to invite you to join. Here is some interesting data about TSE: 64: the number of experts committed to your success — well 63 experts and me. 1500: the number of years of experience our experts bring you. 2200: the number of articles you’ll find in our Article Vault–including many from our website and a few that we have not published at […]
Features, Advantages, Benefits—-Change Your Point Of View To Succeed!
The other day, Niall Devitt and I were having a conversation about the challenges of selling in the present economy. Ultimately, we determined that sales people need to change their perspectives–perhaps dramatically to be successful. Customers’ problems have changed, decisionmaking has changed. Sales people must change their point of view to successfully meet these changes. When I first was trained in selling, I learned an early form of solutions sell ling. I was taught to present FAB’s–Features, Advantages, Benefits. It’s still an approach sales people take today. We have our products, we present the FAB’s in terms of addressing the […]