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.
I read an article from a very large consulting company entitled, “Have you made it safe to fail?” Frankly, it’s social psycho-babble. It’s the equivalent of saying, “everyone gets a trophy, regardless of whether they win or lose.” The article will draw eyeballs, but I think they miss the point, consequently much of the value around failure. The authors do, correctly state, that failure is part of the learning process. Something which too many fail to recognize and execute. Too often, we tend to punish failure and we fail to understand what caused the failure, taking corrective action. The authors, […]
Read MoreSomeone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. By the time another friend tried to bait me into diving into the discussion, it had been live for 18 hours, there were over 75 reactions and over 52 comments, with many very smart and dull people weighing in. Thankfully, I chose not to dive into this masturbatory debate. But I’ll comment here but not to reach a conclusion. There will be […]
Read MoreYou are probably reading this title thinking, “Dave has finally flipped out. We knew he was headed that direction, but he’s gone!” Let me explain myself, revenue is important. But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth. Let’s dissect what good and bad revenue looks like: First, it’s sales responsibility to execute the company strategy in the face of the customer. Stated differently, sales has to sell the entire product portfolio, not just their favorite products. Let’s imagine […]
Read MoreIt takes great courage, self confidence, and conviction to be a great sales leader. Think of the job for a moment. It’s a job where there are no “right answers.” There are a variety of methods, strategies, and approaches to achieving the organization’s goals. Each has it’s pros/cons, none is guaranteed to work. But you have to do something. It’s a job of immense complexity, change, disruption, and uncertainty. Our customers are changing (and facing changes) rapidly, our competition is changing-with new competitors appearing every day, our markets are changing, and our companies are changing. Despite all of this, great […]
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