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.
Sales IS about relationships. This truism is often parroted, but too often, has many and divergent meanings. What do we mean by relationships, what are the relationships we seek to develop as sales people? There’s the old stereotype of a relationship oriented sales person, where selling is only about the relationship–usually some socially oriented relationship. This is the sales person that’s always bringing coffee, taking customers out to lunch, inviting customers to any number of events. They are the sales person that always sends your spouse and kids birthday cards (believe it or not, I still get them from sales […]
Read MoreIt seems our days are consumed with meetings. We have meetings to develop win strategies for a deal. We have meetings to develop proposals. We have endless reviews–pipeline, deal, account, territory reviews. We have meetings to talk about new programs or initiatives. We have meetings to talk about meetings. And then there are the meetings we have with out customers–all following similar patterns to those mentioned above. Yet, despite all these meetings, somehow we struggle with getting things done. Part of the problem is these meetings get in the way of getting things done. We need to have fewer, more […]
Read MoreRecently, I had an interesting email exchange with someone who clearly had bad experience with sales people. The conversation started around the “intrusiveness,” and “obnoxiousness” of sales people “interrupting” this person’s day. I had a lot of empathy for this person. Every day, I can calls from numbers I don’t recognize (the majority of them are local, even the same exchange……). I rarely pick them up. I know it’s a robocaller or a poorly prepared sales person. It’s the same with emails. My email system is pretty robust. My spam filters the worst. I’ve set up other filters that divert […]
Read MoreIf I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. At least that’s the data sales people tend to share with me. Every pipeline I look at says the same thing. I got to wondering about that. Since we are in Q4, I think it’s remarkable and very kind of customers to come in from their holidays on December 31, to hand us POs. I worry them might get writer’s cramp, signing all the […]
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