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.
Yesterday, we were shocked to hear about yet another shooting. This time, at an elementary school in Texas. As of this morning, 19 children and 2 teachers were murdered! On a weekly basis, we hear of continued violence, murders. Whether it’s Black citizens shopping in a grocery store, Asians in a church, individuals on a subway train. And after each event, we hear our leaders offering condolences, saying the same thing, preening for the press. Some call for various forms of gun control. Some argue for different solutions, better approaches to mental health, better approaches to predicting and avoiding violent […]
Read MoreSome years ago, my father was mentoring a young man. My father was in his late 80s, the young man was in his late 20s and autistic. Both shared a passion for music. One day, my dad invited me to visit the young man, let me call him Robert. Robert lived in a special home, when we arrived he was sitting at the piano. He was playing some of the works of Schoenberg. The pieces were very complex, Robert’s playing was beautiful. I wasn’t smart enough to recognize the talent it took for Robert to play this music, I recognized […]
Read MoreToo often, in trying to “manage performance,” we put in place rules, policies, processes, we find they fail to produce what we expected. Sometimes, surprisingly, it’s the opposite of what we hoped. People “game” the system. The gaming process is the natural reaction of people to respond these rules, even if they, wittingly or unwittingly, drive behaviors counter to what management is trying to achieve. We typically see “gaming” of processes when management puts “rules” in place. Just as an example, one of the most gamed metrics is “calls/dials.” It’s very easy, particularly with technology, for sales people to achieve […]
Read MoreWhat if we applied the principles of high impact, value creating selling to our work with our own people? What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people. We know some things about our customers: They don’t care about how much we talk about our success, who we are, and our companies. We know they care most about their own success. They want to eliminate problems, address new opportunities, grow, achieve their goals. We know they don’t care about our goals and what […]
Read MoreThe phone rang, I absently picked it up, thinking it was another call that was scheduled about 10 minutes later. It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from……. We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.” Not meaning to be nasty, I asked, “Do you know what our company does? What do you know about me?” Chris started guessing, “I think your company is…… I don’t really know about you.” I was pretty abrupt, I said, “You’ve got it all […]
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