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.
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 […]
Read MoreIt’s human nature to hang out people like us. Perhaps the people we are grow up with, perhaps those we went to school with. We tend to gravitate to people like us. Maybe it’s the shared experiences and backgrounds. Maybe it’s the comfort factor, the camaraderie. It shapes every part of our lives. Where we live, our friendships, where we work. We tend to hire people who look like us, who have similar backgrounds and experiences. We see things similarly, we have similar instincts and reactions. We learn, but we focus on learning the same things. We change, but we […]
Read MoreAs sales professionals, we are responsible for driving revenue growth for our companies. We are accountable for executing our overall corporate strategies and priorities in our chosen markets. We develop, or should be developing, “go to customer strategies” to achieve our goals. We assess things like our ICP. We look at how to we reach and engage the customers in our ICP effectively and efficiently. We assess our value creation and differentiation strategies. The strategy will look at things like overall structure and engagement process. Do we leverage channels and partners? Do we sell direct and what the organization we […]
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