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 a preface, my friend, Hank Barnes, wrote me saying he and several others are declaring October 12 as “World B2B Pet Peeve Day.” He asked me to contribute a post commemorating this occasion. I struggled a moment. Regular readers know that I write a lot about “pet peeves.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. I thought for a while, then realized something that has been bothering me for some […]
Read MoreI’m quickly going through my email. I opened an email that I knew would be a prospecting email, but I decided to read it since it had made it through all the filters I set up. I made it through the first 2 sentences: “Hi David,Hope you’re doing well! We are sorry for reaching out randomly.” I stopped there, adding the email to my spam folder to block future communications. The problem, we can never be prospecting randomly. Yet most of what I see is just that, a random outreach because someone has guessed my email, phone number or social […]
Read MoreRecently, I was doing a workshop with a really great sales team. We were talking about how to engage prospects and customers more effectively. They enthusiastically embraced the idea that we have to talk about what customers are interested in; we have to engage customers in issues critical to them and their business. But then we decided to practice these principles. We started looking at the conversations we needed to have with prospects. As good as this team was, they always started with, “Our products do these things….” As much as they tried they were stuck, they always started the […]
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