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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
The Ossification Of Selling
I just completed a post on the “Ossification Of Selling.” It was finished, I was literally hovering my mouse over the “Publish” button, then stopped. With my mouse hovering over the Publish button, I realized I’ve written about this dozens, perhaps hundreds of times over the past years. Each post has had a slightly different approach, perhaps different examples. These posts generate lots of conversations in social channels, they generate lot’s of likes and sharing. But this whining isn’t contributing to changing how we sell and how we engage our customers. It’s just piling on to all the things we […]
Tired Selling Advice
Even “sales gurus” get it wrong. I was reading an article entitled “15 Rules Of Selling,” Some observations about these rules: The word, “Customer,” was never mentioned. These rules are all about us–the sellers. Yet buying is always about customers. The rule that came closer to mentioning customers referred to buyers. It was”Buyers are liars.” I just can’t begin to address this. It’s stunning to come out of the mouth of an expert. This mindset pervades too many and is the basis of distrust that buyers feel for sellers. “Closing begins at the beginning,” is a variant of the infamous, […]
Sellers, Your Customers Don’t Need You Anymore
Sales people used to be a primary source of information for customers. They learned about new approaches to business, they learned about what other similar organizations were doing, they learned about new products and services they might consider through sales people. Those days are long gone. Customers have far easier ways to learn these things when they are searching. In fact, when they are on a buying journey, less than 17 percent of their time is spent with sales people–all sales people. Their primary sources of learning are from digital and other sources, and from each other. This should be […]
Great Design Starts From The Outside
I’ve spent some portion of my career with product designers. It has given me the opportunity to hang out with a lot of interesting people, whether they designed automobiles, airplanes, mobile devices, buildings, or even fashions. Regardless of the product, when they approached design, they started on the outside–the parts visible to the customer and the parts the customer interacted with. They knew it was these parts of the product that attracted the customer and had the major impact on their experience both in buying and using the product. Most of the time, it was in the parts of the […]
The Future Of Work Is About More Than Work!
We are facing, possibly, the greatest transformation in the nature of work since the industrial revolution–where we moved from primarily agrarian based work to industrial work. Many think this is being driven by technology, AI/ML. While these will have impact, much like mass automation, computers, the web, there is something deeper driving this revolution in redefining work. Somehow, particularly at the highest levels of business and government we lose sight of the fact that, at it;s core, work is really about people. We read, increasingly, about the “Great Resignation.” In reality, it’s what my friend, Rachel Happe, calls the Great […]
What Got Us Here Won’t Get Us To Where We Need To Be!
The one thing constant in this world is change! Thankfully, if this wasn’t a universal constant, the prospects for all sellers would be bleak. If our customers see no reason to change, there is no reason to buy. So it’s the need to change, the recognition, by our customers, that what is currently working, might be improved or done differently, alternatively, the need to do something new to address new opportunities that keeps us in business. Customers start buying cycles, inviting us to work with them, or we incite them to change, out of the recognition that what got them […]