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.
Opportunities for sales people are skyrocketing. As we emerge from the pandemic, as organizations cope with the “great resignation,” there are more opportunities than there are good sales people to fill them. As a result, organizations are tossing money at the problem, comp increases of as much as 30-40% are common. A recent article said average tenures for sales people have declined to 11 months. I worry about this–both from an organizational/hiring manager point of view and for sales people. For hiring managers, what experience and skill can we expect people to have? Even for the simplest of sales roles, […]
Read MoreEvery day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail from prospecting messages. Mind you, these are not spam, but legitimate prospecting messages from people trying to catch my attention. The majority, I never open, I just delete. Every once in a while, one catch’s my attention and I skim it. Prospecting has always been a challenge, but these days, it is even more challenging. Getting someone interested and to respond to an outreach is really difficult. Part of the challenge is standing out in the sheer volume of messages that prospects receive. As I’ve whined […]
Read MoreWhat sellers do is drive customers to change. Whether it’s a change effort they’ve initiated, or we are trying to incite them to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? It strikes me as the height of irony–or perhaps arrogance–that we continue to do the things we have always done, perhaps with a new jargon or a veneer of technology, but fundamentally too few of us have changed how we sell. We have hundreds to thousands of books, we […]
Read MoreLinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” There are surveys asking for the one area sales managers should focus on. These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. These surveys fill my feed, each trying to suggest, “If we/I do this one thing very well, we/I will achieve our goals.” If sales management and selling were that easy….. The problem is, these are false choices. We can’t choose which part of the […]
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