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.
Someone has been prospecting me. I’ll own up to it–normally I ignore 95% of the prospecting attempts people make. Most is poorly researched, irrelevant, and poorly executed. Spending any time–even responding is a waste of my time. But some prospecting attempts standout as being perhaps being a little better than mediocre (It’s a shame I had to set the bar so low). The prospecting note was reasonably relevant–at least it was relevant to my industry, markets, and so forth. But it focused on an issue that does not impact my organization. While others in our industry might have this problem, […]
Read MoreAs we look at complex B2B enterprise level solutions, without a doubt, they are complex. When a customer talks to us about our solutions, we can always solve their problems, but as we look at proposing a solution we pummel the customer with endless questions, “How many people will need this, what are the other systems/processes we must interface with, how should we customize the solution to your specific needs, what are the average loads/utilization, what are the peak loads,…..” Then there are the implementation issues, “We need to do this, then this, but of course you might do that, […]
Read MoreEvery day, I get a sales pitch through some channel. Often, the theme is something along the lines, “Your competition is doing these things (or using our product), we’d like to show you how you can do the same thing they are doing.” Alternatively, I talk to “sales strategists.” They assess the competition with the idea of copying what they are doing. Particularly those competitors that are perceived as market leaders. I suppose the thinking is, “If we do more thing like them, we will win more business.” Both these arguments are so flawed. We don’t win business because we […]
Read MoreFor years, we’ve become accustomed to using GPS to help us get to where we are going. I have GPS in my cars, on my bike, and on my IPhone. I used to use it only for destinations I had never been to before. Now, particularly on longer or complicated trips, I use it, even though I know the direction. The GPS helps me with traffic, road construction, or anything that may have changed since my last trip. It’s useful to think of buying and sales GPSs. Consider it from a buyer’s point of view. They are probably considering something […]
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