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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
Why Do Customers Buy?
Such a simple question, but too often, we don’t really understand the answer to this question because we focus on what we are selling. Too often, we fail to understand why customers are buying. Often, it’s because we are getting involved very late in the customer buying process, they have made some decisions, conducted research, and are seeking answers to their questions. Rather than backtracking to understand why they buy, we answer their questions and move to closing them. But until we understand why a customer is buying, we really don’t know how to best help them. We know they […]
The Joy Of Selling
Why do we sell? Why do we choose a job that requires us to sell? Is it because of the money? Is it because it was the easiest job we could get graduating from college? As some might claims, is it because we couldn’t find anything better? Recently, I had the opportunity to reflect on this for myself. In college, I was focused on theoretical physics. I had intended to pursue a career as a researcher or college professor. Something happened along the way, and all of a sudden I discovered sales. It was completely different than I had imagined. […]
The Irony Of Change
The other day, I was speaking with a colleague about the state of sales/selling. We started talking about the irony of change, how our jobs are all about change–yet we, somehow, seem the most resistant to changing how we sell. Sales/selling has little to do with what we sell. It is strictly about change, helping our customers/prospects recognize the need to change, helping them in that change process. Whether it’s convincing our customers to change vendors or products, helping them address a new opportunity, helping them solve a problem, helping them grow and improve their performance—it’s all about change. Until […]
What Is Your Development Plan For Your People?
My friend, Tibor Shanto, and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels. Mostly, if managers are coaching performance at all, it’s tactically oriented; how do we win this deal, how do we fill the pipeline, what are you doing in this next call…..? But we know, if we […]
“Selling Without Feeling ‘Salesy'”
I just had a few minutes free time and skimmed Clubhouse to see if there was a discussion I might listen to. I stumble on one entitled “Selling Without Feeling ‘Salesy’” I didn’t listen to it, but it struck a nerve. We hear that all the time, expressed both by sellers and buyers. (As a side note, we never hear buyers of being too “Buyersy.”) The salesy terminology conjures up the worst images, including the sleazy manipulative stereotypes portrayed in movies like the Wolf of Wall Street, Boiler Room, Glengarry Glenross, Wall Street, or Cadillac Man. We immediately think of […]
“Tell Us Your Top Business Challenge”
A very large telecom company sent me this marketing email. It was one of those, “Dear Occupant Or Current Resident” emails. The subject line was “Tell us your top business challenge.” The message continued, “Our experts want to help your business thrive.” There were links to resources about their products. Then the message went on, “It’s your turn to tell us what you want to know. [Our High Speed Networking Product]] can help you find the right solutions to your business challenges.” More links to product pitches. The rest of the note was on their expertise in solving business problems […]