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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
“We Will Never Revert Back….”
The pandemic and associated economic disruption has forced all of us to reinvent how we work. Whether it’s within our own organizations, with customers, partners, or suppliers, everything has come up for grabs. We have had to rethink everything we do. What’s really intriguing is the pandemic has provided a forcing function, driving us to make changes or rethink ours strategies and approaches–but they are things we should have done years ago, independent of the pandemic. Somehow, success, “just good enough growth,” getting by, or cluelessness have stood in the way of changes that should have been made years ago. […]
What’s The Difference Between Sales Enablement And School?
I just had an outstanding discussion with a very bright sales enablement team. They had been developing and delivering some of the best programs I’ve ever seen. Some of the sales people were eating up the programs–but they were the consistent top performers. The team was trying to figure out, “How do we have a bigger impact on the rest of the organization?” We realized, the organization had gone through so many changes, the sales enablement programs had become disconnected with “jobs” of the sales people. One of the managers on the call told this story, “I went to the […]
Even Super-Heroes Take Some Time Off
I’m a great fan of the Marvel Comics Super-Heroes. Particularly, Iron Man, Spider-Man, Black Panther, Jessica Jones, and the collection of heroes in the Avengers. They are, virtually, invincible, which is what makes the super-heroes. But they aren’t always on. They knew they had to take breaks, recovering from whatever their last world saving battle was, strategizing and thinking about the next. I admire their ability to think with the end in mind, not just reacting or responding to the next provocation, but having an end objective. They harness their energy for achieving their overall goal. They conserved their energy, […]
Templates, Scripts, Context, and Variability
I read a fascinating discussion led by Jeff Molander on the Copy Culture. Much of the discussion revolved around how we look at best practice, finding things to copy or emulate to improve the ability for others to achieve higher levels of performance. We develop scripts and templates, that help us leverage those practices and experiences that have worked, minimizing those that don’t work. We can gain great performance advantage by systematizing that which has been very effective, and consistently executing those best practices in a disciplined manner. The templates, scripts, methodologies, processes are all tools we leverage to do […]
What’s Next? How Are You Moving This Forward?
I have to apologize to Dave (not me). Dave’s a good sales person, we were doing a deal review on a hugely important opportunity for his company. He’s been working the deal pretty well, it’s very complex with several people from his company supporting him, a partner and at least the 11.7 buyers we are told are involved in complex B2B buying. He’s doing a good job, but I was getting impatient. When we started the review, he talked about what had been happening and where he and the team were with the deal. I asked, “What does the customer […]
On Thanks-Giving
2020 has been a year that none of us have ever experienced. We have found our lives and those around us turned upside down. The pandemic, the economic downturn, social and political unrest–worldwide. No one has escaped these. I don’t know anyone who doesn’t know someone impacted by Covid 19, or known someone who has been hospitalized or died. Likewise, we have seen friends, family, people and businesses in our community who are struggling to make ends meet. In the face of all of this and on the eve of the American “Thanksgiving,” many are wondering what there is to […]