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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
Do Work That Inspires You!
There are no easy sales or leadership jobs. The work is tough. As much as we try to find shortcuts and the “Easy Button,” we have to do the stuff that produces the results we are accountable for. We face challenges every day. Finding and engaging our customers. Developing and executing strategies that facilitate our customers’ buying journeys, culminating in shared success. Aligning internal resources to support our work with customers. Dealing with problems, both those that our customers have and within our own organizations. Everyday, we see increased complexity, more disruption, information overwhelm, constant change. Our customers go through […]
Imitation May Be The Sincerest Form Of Flattery, But It Sucks As A Business Strategy
Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do. We are tempted to copy or emulate what they do, thinking, “If they are that successful, if we did the same things, we will be successful, as well.” […]
When The Formulas Don’t Work
We spend a lot of time trying to figure out what works. We look for methods, processes, programs, tools, systems, training that help us achieve our objectives. Sometimes they work, at least for a while. Sometimes they don’t work. Sometimes, too often, we don’t give them the opportunity to work–abandoning them to chase some other miracle cure. It doesn’t take a lot of brilliance or insight when something is working. You just keep doing it–perhaps refining it to continue to improve. The problem is when the formulas don’t work. We don’t take the time to understand what’s happening. We don’t […]
Pleeaaasse….. Can I Be Selected To Give You My Money…..
A close friend–a consultant who is one of the best sales experts I’ve met forwarded me a prospecting letter he received. There is nothing good about the approach. In fact, it reeks of arrogance and condescension. Even worse, it purports to challenge my friend in an area in which he is a recognized expert. Here’s the letter, names/links adapted…. Hi Don, Hey Don, [Carl] here. [Ben] “green-lighted” me to offer you a free 1-on-1 analysis of your current sales development pipeline. If that interests you, let’s talk. Apply to book a call with me here. Just to give you an […]
Does The Right Hand Know What The Left Hand Is Doing?
In our organizational silos, we tend to build our plans in isolation from those in other silos within our organization. While we may be looking at, on a silo basis, building very aggressive goals, collectively, they may be well designed to have us completely miss our goals and under perform. One of the biggest problem areas I see is in linking demand gen/prospecting with overall business results. Let me give an example to illustrate. Recently, I worked with an organization that realized the need to significantly expand their lead gen and prospecting. They set very aggressive goals–more than double what […]
Person Or Personality?
One of my favorite writers is John McPhee. Recently, I was rereading a short story, A Philosopher In The Kitchen. It’s outstanding, both as a masterpiece in writing and in the ideas he conveys. While it’s about a chef, it provokes thinking about the highest levels of practice in any profession. One of the lines that struck me, “He would like to be known for what he does, but in this time, in this country, his position is awkward, for he prefers being a person to becoming a personality…” Today, we seem to live in a world where people aspire […]