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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
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……” These folks may not recognize it, up front, but eventually we get to this discovery. Virtually everything that used to work, no longer seems to be working—or it’s not delivering the results expected. Prospecting is broken, even very good prospecting outreaches are no longer as […]
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 decision with high confidence, and helping them realize the value they expected as they implement the change. Value creation is a fundamental in our work with our customers. But what about the value we create within our own organizations? What value are we creating with […]
Would You Work For Elon?
There’s an interesting conversation on LinkedIn, Would You Work For Elon? The conversation is interesting, some folks commenting on the “rightness,” or “wrongness” of what Elon Musk is doing at Twitter or whether they could work at Twitter. There’s no “right” answer to this, it’s interesting to look at the different points of view. He has been very transparent, both in his statements about working at Twitter and what we know of Tesla and SpaceX. Working in any of his organizations is demanding, characterized by very hard work, vicious focus, long hours, high expectations of performance. He is very clear […]
Emotions Are A Core Driver For B2B Buyers, What About Sellers?
We have suspected, for years, that B2B buyers make purchase decisions based on how they feel, rationalizing the decision with data supporting those decisions. Scott Gillum, has just published a fascinating piece of research that goes deeper, asking, “What creates these feelings/emotions, how do we address that?” It’s an important read, ‘Emotions’ don’t drive B2B purchase decisions, this does. But there is a different way to think about this article. It’s about human behavior, what drives engagement and what drives performance. Buyers don’t adapt certain behaviors just for B2B purchase decisions, this is the way they make decisions and what […]
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 likely to be relatively new to our customers. They probably haven’t considered these types of changes before. If they have, it may have been years ago, and the world has changed. Any experience they have, may be very limited–perhaps experiences in other organizations, perhaps things […]
On Sequences And “Touches”
The research tells us we need to be persistent in our outreaches to prospects and clients. To reach and engage them, we have to leverage multiple channels of engagement. Phone, email, social, texts, and other channels must be leveraged simultaneously to provoke a prospect–even a customer to respond. Data shows we often need to reach out over 15 times to catch the attention of prospects. Years ago, it used to be 7-10 outreaches, now it’s over 15, who knows where it will be next year. We’ve even created the “sequences” to provoke prospect engagement. The concept is powerful, building a […]