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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 Should We Expect Of Our Managers?
There’s a lot written about what managers should expect of their people. In sales, it’s usually summarized as “Make your numbers and stay out or trouble!” (With the first being, by far, the most important).) But in reality, it’s a two way street. Our people have (and should have) expectations of us. Sadly, too often, we’re oblivious too those expectations, or simply lack the empathy to care. And we see the result of this through skyrocketing voluntary attrition. The primary reason people leave a company is not comp, but because of their direct managers. Just as we evaluate our people […]
What’s Next?
We spend our day in meetings. We talk to prospects/customers. We meet with managers or our people. We meet with colleagues working deals with us. We meet with partners. In these meetings, sometimes we talk about important things. What the customer is trying to achieve, or what they might achieve. Goals, problems they may have. Changes they may want to make. Where they are in their problem solving and buying journeys. Internally, our meetings may be about a lot of things. Looking at our deal strategies, talking about how we might more effectively position ourselves. We have meetings on deal, […]
The Future Of Selling Driven By The Future Of Work!
I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into the implications of those. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other. As we see more organizations move to permanent work from home or other more flexible workplaces, how we want to sell/engage becomes less important than the pragmatic, how does the customer want to engage. We are learning customers prefer no sales engagement […]
Thinking About “Rev-Ops”
There’s a lot of discussion about creating a role/function in the organization responsible for “Revenue Operations.” Depending on who is making the argument, there is talk about combining Sales and Marketing for a more cohesive strategy to drive revenue generation and revenue growth. Some will add in Customer Experience/Service/Support. As we consider this concept, there is no “right approach.” Slapping all these functions together doesn’t mean we more effectively and/or efficiently achieve our revenue goals. However, too many people think that consolidating these functions under one executive will drive greater revenue growth. Perhaps the thinking is that having all these […]
Helping Your Customer Navigate Their Own Organization
We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume they know how to get approval, how to contract, how to issue an order. The reality, unless they are in a role where they are buying frequently, they don’t know these things–yet we assume they do. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. We know the […]
“They Are Just Cars, The Sales Process Is The Same…..”
Imagine talking to a bunch of car sales people. Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all cars.” In the audience you have people selling Honda’s, Toyota’s, Nissan’s, Renault’s, Kia’s, Ford’s, Chevrolet’s, Jeep’s. Porsche’s, Ferrari’s, Rolls Royce’s, BMW’s, Mercedes’, McLaren’s, and Bugatti’s. It’s true, they are all cars, they get you from point A to point B (some faster than others). But that’s where the similarity ends. The target customers for these are very different, their reasons for buying are very different, the “problem” they are trying to solve is very different. […]