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

Combative Conversations…..

By David Brock | March 27, 2024

Just got off a call with one of the best salespeople I’ve ever worked with. We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. We also discussed the changing expectations his company had in the relationship with this customer. Without a doubt it was likely to be a very difficult conversation. But as we spoke further he said, “They are going to be very […]

Print Friendly, PDF & Email
Read More

What Should We Be Reading?

By David Brock | March 26, 2024

I was speaking to a group of sales people. During the Q&A, a salesperson asked me, “What are your favorite books on sales? What should we be reading?” There are lots of outstanding books on selling. While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them. But as I reflected on the question, I asked, “What books are your customers reading? Where do your customers go to learn? Where are they going to get insights on how to more effectively grow their businesses and […]

Print Friendly, PDF & Email
Read More

“Why I’m So Interested In Selling,” Keenan

By David Brock | March 25, 2024

Preface: Who doesn’t know Keenan? I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals. With Keenan and his team, selling success is all about the customer, not what we sell. Keenan […]

Print Friendly, PDF & Email
Read More

Sales People Create Longer Cycles, Not Customers

By David Brock | March 25, 2024

We know buying cycles are getting longer.  It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. Or we have other excuses. Perhaps it’s the economy, all the social/global disruptions. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult. It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles. But perhaps we should look inwardly. How are sellers contributing to the longer buying and sales cycles? Is there anything we […]

Print Friendly, PDF & Email
Read More

“Why I’m So Interested In Selling,” Orrin Broberg

By David Brock | March 22, 2024

Preface:  Orrin Broberg has such a diverse and fascinating background in selling.  He has worked in some of the largest organizations through starting his own companies.  Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations.  But the thing that’s always struck me is is deep involvement, in support of his teams, with the customers.  His final sentence sums things up:  “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I was raised in a perfect family to do that.” […]

Print Friendly, PDF & Email
Read More

“Why I’m So Interested In Selling,” Maddy Goldberg

By David Brock | March 22, 2024

Preface: For those of you who are fortunate enough to know Maddy Goldberg, you might be asking yourself, “I didn’t think Maddy was a sales person…..” In reality, everyone sells! We are always trying to get others to buy into our ideas or strategies, to do things that are important to achieving our goals, to change and move forward. When I first met Maddy, I was immediately struck by her ability to engage people in meaningful ways. She has an ability to listen deeply. She always demonstrates her caring in every interaction. And these are critical in moving forward. Two […]

Print Friendly, PDF & Email
Read More

Search by Month

Join Our Newsletter

Partners In EXCELLENCE | PHONE: +1-949-305-7146

Print Friendly, PDF & Email