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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
How Things Get Done (Or Not)
Every organization I work with has everything a sales organization should have in place. We go down laundry lists all the programs, tools, processes that are in place: CRM and the classic “sales stack?” Check, “we’re spending $1000’s per person for these.”Social selling? Check, every sales person has access to Sales Navigator.Sales process? Check, and it’s aligned with the buyer’s journey.Onboarding? Check, we train all our new people.Performance management process? Of course, we have quotas, other metrics and a strong comp plan.Demand gen/prospecting? We have SDRs and marketing provides us leads.Bid management process? Check.Deal desk? Of course.Coaching? We’ve trained our […]
The Great Customer Resignation
I recently read an article about the coming Great Customer Resignation. The title was actually more interesting than the content of the article, but if you want to read it, there’s a link at the end of this post. Over the past year or so, we are constantly reminded about the Great Resignation. Many attribute this to experiences through the pandemic, whether it’s WFH or WFA, or rethinking of individual priorities about work and life. People, by the millions, are changing jobs. Talent retention and acquisition has been one of the key issues facing everyone from my local contractor to […]
Innovation And Copying
Too often, we think we are innovating, when all we are doing is copying. We look at our competitors, seeing what drives their success and we copy them. We try to do the very same things that makes them successful. Whether it’s the same tools, programs, methods, content, we think we innovate by copying. Or we may look at other successful organizations, assessing what they do, copying it with the hope of being as successful or better than they are. And it virtually never works! While it works for them, it seldom works for us–and those few times it does, […]
Leading With Curiosity
Curiosity is one of the most critical skills any seller can have. It’s even more important for leaders. As leaders, there’s so much we can learn, so much we can do in helping drive the performance of our teams, so much in driving our success with customers. Curiosity drives leaders to observe, to watch what’s happening. It drives them to ask questions–not with an agenda, but to learn and understand. Curiosity helps leaders and their people rethink what they are doing, figuring out what works, how to improve, where things might be done differently. In most leadership roles, there are […]
Invention, Innovation, Improvement
The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions, what should we be doing about them? First, let’s start with some definitions: An invention is a unique or novel device, method, composition or process. (Dave’s take: Something that has never existed before.) Innovation is the practical implementation of ideas that result in the introduction of new goods or services or improvements in offering goods or services. (Dave’s take, something that may have existed before, but is being applied in a new or novel way.) […]
Why Common Sense Isn’t So Common
I’m re-reading a stunning series of posts Charlie Green wrote several years ago. They are more relevant than ever.. They are entitled, “Five Short Phrases To Build Relationships.” I won’t spoil the fun of discovering these brilliant ideas. Make sure you read and leverage them. What struck me in reading Charlie’s post were they were so simple, so obvious. They were just plain common sense. At the same time, the brilliance of Charlie’s posts is that we fail to leverage these principles too often. Stated differently, we spend a lot of time looking for short cuts, miracle cures, and tricks, […]