Partners in EXCELLENCE - Making a Difference
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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
Your Value Proposition Must Be More Valuable Now!
Creating value with our customers has never been more important than it is now. Our customers face issues they have, probably, never had to deal with in the past. The safety of their people, restrictions on how they operate, profound shifts in their markets and with their customers, possible supply chain management issues, and the list goes on. Some customers are in areas critical to our current health and economic crises, they are struggling to respond to critical needs from their customers. Some are struggling to be important to their customers. Some are restricted in their ability to do business, […]
“How Can I Help?”
One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the family was some place else in the house. He posed the question, “What’s the worst question you can ask a customer?” After brainstorming a few alternatives, he suggested, “How can I help?” Think about the emails you are getting, calls you are getting, or perhaps […]
Doing What Works
Everyone is struggling to understand what they should be doing in these very difficult times. We are struggling to understand what works, whether it’s how we lead our people, how we work on a daily basis, how we engage our customers, how we move forward. The crisis has created a heightened sense of urgency around “what do we need to do differently, how do we figure out what works?” There are some things that are profoundly different. Physical distancing, working from home, and other thing focused on keeping people safe and healthy are critical and different. Learning how to work, […]
Helping Sales People And Sales Managers
I’ve been running a series of posts on dealing with the COVID 19 and related crises. They are the result of hundreds of conversations I am having with sales leaders and sales people. The underlying theme is “how can we be most helpful?” Being helpful, creating value is at the core of high impact and high performance selling. As sales people, we want to continue to work with our customers in these times of crises, helping them make sense of what they face and how they move forward. As sales leaders, we want to be helpful within our own organizations […]
Helping Sales Managers Lead In A Crisis
We are facing a global health and economic crisis few have ever experienced before. It’s clear the only way we will deal with this is by working together, helping each other. Over the past few weeks, I’ve had hundreds of calls and emails from sales managers struggling to figure things out. I have thought a lot about how I can best help sales managers step up their game in these difficult times. As a result, I’ve decided to make the Kindle version of Sales Manager Survival Guide available as close to free as possible (If I can figure it out, […]
Taking Care Of Our People
I’ve written a lot about how we should be selling and engaging our customers through the current crisis. Let me shift my attention to taking care of our own teams through the crisis. Like our customers, each of us and our people are facing things we may have never experienced before. We are being asked to work in new ways–some of which we are ill equipped to support. We have no clear answers and are figuring them out on the fly. And things we decide this week, may have to be changed in the coming weeks. So what do we […]