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.
Just got a note from a good friend. About 6 months ago, he and I discussed a new job he was considering. It was a dream job, he accepted it. He reached out the other day to catch up and get some coaching. A phrase in his note struck me, “….It’s more challenging than I expected….” My knee jerk reaction was, “Fantastic!” Isn’t that what we want with every new role we step into? Don’t we want something that’s “more challenging than expected?” Think about it, one of the key ways we learn, grow, and develop is to do things […]
Read MoreThe past weeks and month have been, interesting. (If ever there was an understatement). In times of crises, we all look for leadership. We seek understanding, caring, answers, support, direction. As usual, in times of crises, it’s amazing and truly heartening to see how leaders and leadership emerge. So often, it’s from the most unexpected people and places. We see leaders emerging from our neighbors, friends, community, colleagues. We see leadership from people not in leadership roles or positions of power. But from people who care, who take responsibility, who are driven to action. It’s been fascinating to watch the […]
Read MoreWe tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. Some might have broader approaches like solution, consultative or insight selling. All of these focus on how we succeed as sales people or leaders. Likewise, the tools. programs, and other things we buy and deploy are generally focused on helping us be […]
Read MoreLet’s try a thought experiment. Imagine you are a VP of Sales. You see tremendous opportunity coming out of the pandemic and in the economic recovery. You want to be prepared to seize that opportunity. You justify hiring and onboarding 100 new sales people over the next two quarters. You need them to be able to execute the strategies to seize the opportunity. You work with your VP of HR to find and hire those 100 sales people. The VP of HR commits, “I’ll get it done!” At the end of the quarter the VP of HR comes to you […]
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