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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
“The Boom In Sales Technology”
I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We see the MarTech and other charts, with 1000’s of suppliers, in unimaginable niches, giving us the most essential sales and marketing technologies, guaranteed to drive performance and customer engagement. We all talk about the future of AI/ML enabled marketing and sales. Seeing a bright future of effortless customer engagement, sales performance, and sky rocketing productivity. We know the future of sales and marketing, and it […]
Designing “Good Days”
Long time followers will know that I’m obsessed with the concept of micro-improvements. The concept of getting 1% better each day, leads to huge gains over the year. I’ve reviewed my process on micro improvements in past posts. I sit down at the end of each day and assess myself against roughly 20 questions, for example, “Did I express gratitude to people, Did I do something to create value for my clients.” The process has been very helpful, both in getting me to be more reflective of what I do/accomplish and in making me more purposeful. But I lapse every […]
It’s Account Planning Season, Again
Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align resources and activities with the customers that represent the most potential and opportunity. We are approaching the end of the year, everyone is involved in “account planning.” It’s odd, but virtually every organization does the same thing. It seems that account planning is an annual or semi-annual exercise. We dust off last year’s PowerPoint. We update the data in the account plan, showing the customer financial and business performance, discussing their industry positioning and performance, discussing their strategies and priorities. […]
“Even Though I Hate Talking About Price……”
Someone has been prospecting me, trying to provoke me to respond and take a call. In reality, if he spent two minutes looking at our company and doing a little research, he would realize we are a terrible prospect for what he is selling. But he hasn’t done that, and continues to blindly send emails to me, provoking a conversation. The first two emails were product pitches. In the first email, he wanted to invite my whole team to a virtual lunch, giving us a demo about his product. Then he went on to talk about his product, without even […]
Committed To Stupidity
Sadly, every day I see more sales people committed to stupidity. It’s not making mistakes, misunderstanding situations, even some errors in judgement. As bad as those may be, it’s the commitment to being stupid that astounds me. Stupidity is a choice, and I’m stunned by the number of people that are committed to stupidity. Daily, I get invitations in LinkedIn, “Dave, I’ve looked at your profile….” Yet they never have looked at my profile. Jack Malcolm shared an invitation he received, “Jack, I see in your profile you run and accounting firm. We work with firms like yours….” There is […]
It’s Not About The Metrics! It’s What You Do About Them!
We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV, MRR, ARR, TCV, LTV, CAC, Churn, Retention, Bookings, Revenue, Quota Attainment, SQL, MQL, Conversions, ATV, Win Rates, Velocity, Customer Growth, Product Growth, Share, Onboarding Time, % of people at quota, Voluntary/Involuntary Attrition, CRM Utilization, Pipeline Loading, Account Planning, Dials, Appointments, Proposals, Customer Meetings, Demos, Time spent per call, Number of questions per call, Types of questions per call, on and on and on. Vanity metrics like number of cups of coffee a day and time spent in the bathroom per […]