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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’s Your Ideal Customer Profile
Not every customer is “our” customer or even a potential customer. It’s common sense. We know we are supposed to focus on our Ideal Customers, those that are in our Sweet Spot. We develop, or at least we should be developing Ideal Customer Profiles (ICPs) to help focus our engagement strategies on the customers we can best help. Those that we help best are those that have the problems we are the best in the world at solving. Too often, however, our “selection” of opportunities we pursue, seems to be based on the criteria like, “They hit on our website…..They […]
Give Your Sales People What They Need!
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible. But, too often fail and as a result, actually adversely impact performance or waste money, time, resources. There are several areas impacting this: As managers we are more concerned about what we need, often inflicting all sorts of stuff on the sales people. As well […]
Do You Have A Brain Trust?
Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, on Saturday mornings, Ned and I speak. Mitch and I speak monthly, Jill and I speak monthly Kelly and I speak about every six weeks, Rene and I have a talk every 4-6 weeks. The list goes on, it’s about 15-20 people. Tamara, Hank, Glen, George, Scott, Mike, Howard, Shari, Alice, Charlie, Bert, Maria, and more. They are all great friends, they are in very diverse careers and backgrounds. Some are consultants, most are executives in various industries. They live in 4 continents. These people […]
It Really Isn’t About The Numbers!
All of us focus on the “numbers.” We are driven to “make the numbers,” because those are our goals and we are driven to achieve our goals. When we miss the numbers, we panic, we whip ourselves into a frenzy of activity to do more–all in service of making the numbers. When we achieve our numbers, we “high 5,” start thinking about the President’s club, maybe even the accelerators we might achieve by surpassing the numbers. The challenge is we become slaves to hitting the number, often forgetting to understand what the numbers mean. It’s the things we do, how […]
What If They Aren’t Looking?
We know that customers are moving increasingly to a digital buying journey, supported by sales. We all leverage the web and digital buying as much as possible–largely because of the convenience, often because we can get deeper insight and learning through our digital searches, rather than seeing a sales person. The customer’s digital buying journey is critical to all of us in sales and marketing. First, the customer is indicating their potential interest through their search and digital engagement. Even if they aren’t yet ready to buy, just the fact they are searching gives us a huge opportunity to engage, […]
Are We Underperforming Our Potential?
It’s the end of the quarter, we’ve hit our numbers. We take a moment to celebrate, high 5 each other and revel in the success. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more? Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? That our goals actually were too low. Recently, I wrote that Buying Is Broken. The majority of buying journeys actually […]