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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
What If You Couldn’t Discount?
How would buying and selling change if you couldn’t discount? What if the price is the price period? There would be no more, “If you give me an order by the end of the quarter, I’ll give you X% off…” or, “We’re running a promotion….” or, “What if I could come in Y% lower than the alternative….” or, “For you, we will offer a special price….” What if the price was the price? What if there were no discounts for making a decision sooner, no discounts for who you are as a buyer, no discounts even for volume or phase […]
How Important Is Price?
Price is important—of course, but sometimes I think we, sales people, make it more important than it is to the customer. Too often, pricing, moreover our willingness to discount, is the centerpiece of our sales strategies. First, the customer will always say that prices is important. It is, customers want to pay a fair price, they want to make sure they are getting the best pricing they can get. They want to make sure what they are buying is affordable. With that said, there is a lot of “open space” in those statements. First, price is meaningless unless the customer […]
Are You Winning Enough?
This may seem very basic, but I’m constantly surprised by how little we address the issue of “Are we winning enough?” Of course, there are a number of ways to consider and respond to the question. Most of the time, sales people and managers look at if from the context of the goal/quota. Their response is based on, “Are we winning enough to make our goals?” It’s a key question, but too often, if it looks like we are falling short, the immediate response is, “Go find more deals!” We see this in organizations that focus on volume and velocity. […]
Thinking About Objections
Sales people have always had a bit of a weird mindset on objections. We do everything we can to avoid them. We go through all sorts of training on how to “handle” them. We rehearse scripted responses to those we anticipate might arise, crossing our fingers, hoping they won’t. Somehow, we have this “negative” reaction to objections. Ironically, customers don’t seem to have this point of view. They don’t avoid them, they don’t go through training on “techniques for raising objections.” They just have questions, concerns, a point of view that may differ from ours. And they care enough about […]
What Is The Objective Of This Call?
Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? Did you accomplish it? Could you have accomplished more? Were you aligned with what the customer wanted to accomplish?” Inevitably, their eyes cross, I can tell they are thinking, “What is this guy talking about? We have to be talking to our customers?” Of course we do! But we […]
What If We Started With A Blank Sheet Of Paper?
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our engagement strategies are less and less effective. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. The majority of these go into “spam buckets.” Customers increasingly choose to minimize sales involvement in their buying process, seeking digital and other sources to support their buying journeys. Social channels are increasingly cluttered and […]