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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
It’s Not The Customer’s Job To Figure Out How You Help!
I am looking for some software tools to help our team. After listening to about 4 suppliers, I’m about to give up, it’s probably easier, cheaper to do nothing. As I reflect on our conversations: We’ve talked about our needs, what we are looking for, and what we hope to achieve. Sales people seem to be nodding their heads in the right direction, I take this for understanding.I’ve sat through endless corporate glamor presentations. You know the one’s that show logos of huge companies and talk about how great their companies are. Those logos are meaningless to me, those companies […]
Prospecting Malpractice!
There is no excuse for stupid prospecting! Sadly, too many organizations are committed to prospecting malpractice. None of us can escape or have spam filters powerful enough to filter out the stupid, irrelevant prospecting that is inflicted on us on a daily basis. Our emails, phones, texts, social channels overflow with poorly designed and abysmally executed prospecting. The only explanation for poorly targeted, irrelevant prospecting is that organizations simply don’t care or are too lazy to do their jobs. They don’t do their homework in segmenting and targeting, they don’t do their homework in understanding key personas, they don’t do […]
My New Book, Complex B2B Selling
A reader asked me, “Dave, when are you publishing a book on complex B2B selling? I’d really like to see something from you.” I thought about it a moment, I hadn’t thought of doing a book on the topic. There are hundreds, if not thousands, of books on the topic–and look at how little they have really contributed to changing how we sell and improving our ability to create great value. Don’t get me wrong, there are many very good books available, some written by close friends. We can learn a lot from some of them. But how different are […]
On Virtual Buying
Zoom, Teams, Webex seem to rule our professional and even our private lives. We have gotten to this place through the shut down, but are now discovering the value of these tools in working with each other. Without a doubt, these will become an important part of business going forward. Without a doubt, the tools will continue to be refined, enabling us to do more. Having said that, I am discovering some gaps–challenges that impact our effectiveness. Here are a few: So much of what “happens” in meetings has little to do with what is said. It’s the behaviors, the […]
The Risky Path Forward
Our collective worlds have been disrupted and changed forever. Whether it’s how we interact in our communities or businesses, everything has changed. Markets and industries have been turned upside down. Some will take years to recover. The nature of work has changed forever–and that change is not just virtual. How we get things done within our companies, how we get things done with our customers, how we get things done with our partners and suppliers, have changed. As we think of strategies for moving forward, for recovering, for growing; we seek to understand and manage risks. Some seek to minimize […]
“Look At Our Dashboards”
Recently, I was having a discussion with an executive team. Proudly, they said they were data driven and bragged about the dashboards they used to manage the business. They asked me to look at the dashboards to provide recommendations about what they might be doing. I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more. Very impressive, pretty much what I would want–in fact it made my job working with them much easier–they had most of the data I would want to look at. Then I […]