Partners in EXCELLENCE - Making a Difference
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.
As we emerge from the pandemic, there are a lot of discussions about the future of sales. A lot of the discussion focuses on virtual selling–leveraging technologies like Zoom, Teams, and others as key engagement approaches. F2F continues to play a role, but many of the “pundits” are declaring virtual selling to play the dominant role. These positions are usually supported by productivity and cost of selling data. I suppose, it’s human nature to look for the single thing that drives success. Perhaps, a century ago, pundits declared the future of sales was the automobile—we could see more customers more […]
Read MoreMy 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 […]
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