Innovation
“Creativity is thinking up new things. Innovation is doing new things. “ Theodore Levitt (1925 – 2006), Renown economist
Innovating, continuously, is critical to sustained growth and success. But too often, we misunderstand and underexploit innovation. We tend to think of innovation as groundbreaking inventions, technologies, and business models.
But innovation represents so much more. Incremental innovation helps us continuously improve that which we already do. Improving our effectiveness, efficiency, productivity, and performance is critical for each of us, every day. Leaders must continuously drive performance improvement with everyone in the organization.
Innovation is not just about creating new things, it is about thinking and doing things differently. It is recognizing that what got us to where we are is probably insufficient to getting us where we want to be, we have do change.
We provide a rich set of workshops, tools, methods, and processes to support constant innovation—both within our own organizations and helping our customers innovate.
Innovation Posts
Chatting With CHATGPT On Selling…..
I’ve been fascinated to read about the experiments people are doing with CHATGPT. It’s a fascinating tool, offering some potentially fascinating potential. At the same time, as so many others have discussed, using CHATGPT is a double edged sword; there are some very powerful applications, at the same time there is a huge potential for […]
When Our Business Models Break……
Everyday, I have conversations with a wide variety of people, whether senior corporate executives, sales/marketing leaders, sales enablement/sales ops, front line sales managers, sellers, marketers. While the conversations are different, there is an underlying theme common to them all. “Our business models are breaking, they are no longer working the way they used to work……” […]
Sales Manager, What Value Are You Creating?
Sellers know that value creation and realization are critical in engaging our customers. We create value in many different ways—insight we might bring our customers, inciting them to think differently and change, helping them make sense of all the information they try to sort through, helping them navigate their buying journey, helping them make a […]
Moving Beyond Insight…..
We know insight is critical in engaging our customers, helping them think about their businesses differently. Our ability to discuss relevant insights can be very powerful in inciting customers to think differently, helping them commit to and manage change, helping them in their buying process. In complex B2B change initiatives, the issues and challenges are […]
And We Call This Progress?
This time of year, sometimes we look back to see what’s happened how things have changed and the progress we’ve made. Typically, we look at attainment of annual goals. Questions like, “Will we hit our numbers? Could we have done more or what cause us to miss? Have we built a stronger team, are we […]
Buying Is Human……
Some readers will look at this title, thinking, “Here Dave goes, getting all philosophical on us….” But, if we are to succeed as sellers, it probably pays for us to better understand buyers. We know all sorts of things that go on in buyer’s minds. Lately, we’ve heard a lot about FOMO and FOMU. We […]
Is There (Sales) Life Outside SaaS?
It seems everything in my feed is dominated by “SaaS Selling.” It may be the algorithm–we do have a heavy technology and software client base. But 50% of our clients are in other sectors. It seems everything I read is about “SaaS selling.” We’ve developed wholly new language, acronyms, and so forth. We’ve created “new” […]
Value Realization Is Only Table Stakes, What Differentiates Us?
Recently, I read a pretty old article in HBR: Business Marketing: Understanding What Customers Value. It’s a good article, written in 1998. It presents what all of us, at the time, focused on in our value positioning/creation. I learned this and have taught it to thousands of sellers, it’s the value realized through the implementation […]
Do More, Do Better, Do Differently….
We are driven to grow, to drive much higher levels of revenue and attainment. As I study organizations, three strategies emerge. Do More is the dominant strategy I see. It’s a simple strategy. If we want to make our numbers, if we want to grow, all we have to do is more. Increase sales by […]
Customer “Systems”
I wrote about how our organizations are sets of interrelated/interdependent subsystems, aggregated to the enterprise system. In that, I shared a perspective about human nature. How, while being well intended, we tend to focus on our jobs/functions, often doing things that inadvertently adversely impacting other parts of the organization. We, also, tend to focus so […]
Testimonials
“In a world populated by many, many self-proclaimed "thought leaders," Dave is the real deal--perhaps more than anybody I've met since I've been studying the sales, service and customer experience space. His perspective is informed by deep experience as an executive and business leader himself and by an insatiable curiosity about what's next in the field. I ALWAYS read what Dave posts and make it a regular habit to read anything he writes. We've spent hours together talking about business, new emerging technologies, the latest human psychology and behavioral economics work, you name it. Whenever I have a new idea for a book or article or blog post, he's one of the few people I tend to run the idea by...because he always makes it sharper and generally (though not always successfully) keeps me from sticking my foot in my mouth 🙂 If you have an opportunity to work with him, you should jump at the opportunity. You'll be very glad you did.” Matt Dixon, Co-Author, Challenger Sales, The Challenger Customer, The Jolt Effect, Co-founder DCM Consulting.
“It is DecisionLink's, and my, very good fortune to engage and collaborate with Dave. His brings vast knowledge, extensive skills and laser sharp insight to the sales and marketing domain...and much more. In a world overwhelmed with complexity and rife with buzz-words, fads and cookie-cutter approaches, Dave cuts through the chatter to hone in on the things that matter, that make an impact, that "advance the ball".
Perhaps more important, he is a wise steward of his talents. He gives unselfishly and takes an approach that "my best interest will be found in the best interests of my customers, partners and colleagues". Admirable...and smart.
A word of warning. If you work with Dave, lace 'em up and bring your best effort. It will be a challenge to keep up. It will be rewarding if you do.
Finally, Dave is a pleasure to be around. His reputation, character and integrity are evidenced in his many (and glowing) testimonials. He's a nice guy. He cares about others. He's fun to be around.
I look forward to our professional and personal relationship with Dave, and wholeheartedly recommend him in all regards.” Jim Berryhill, Chairman and Co-Founder
“Dave is that rare voice of reason in a cacophony of sales "leadership" noise. Dave has become my go-to resource for advice on business strategy, anything sales, and as a sounding board for all ideas. Never shy with brutal honesty he has proven invaluable to my success in a short amount of time.” Severan Johnson, Director of Business Operations
“Strategic Partnering is a key strategy in driving Novozymes innovation and growth in the coming years. The partnering programs and processes you have identified and helped us implement will enable us to become ‘Best In Class’ in collaborating and innovating in the future. We are already seeing improved results with our current partnerships.” Director of Partnering Programs
"Dave Brock is an innovator as he thinks different in his approach to the life/work challenges. His solutions approach is a truly unique as is it based in decades of front line application that makes it REAL and highly valuable. There is no one in this industry that matches his demonstrated capability to help, this coming from my own 52 year history in this industry." Mitch Little, Senior Vice President, WW Client Engagement
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