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.
Let’s try a thought experiment. You will see some of the assumptions are very simplistic, they will become obvious as we move through the thought experiment. They don’t impact the thought experiment. For the moment, suspend your judgement and bear with me. The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent. By Talent, I mean finding/attracting the right people to our organizations, onboarding them effectively, developing them to both perform and the highest levels possible and […]
Read MoreSocial media channels are dominated by top of the pipeline/funnel thinking. The answer to making your numbers is always more demand gen, lead gen and prospecting. There are battles between pundits on which approach is better. For example the traditional prospecting camp and the social selling camp. In reality, we need to do it all. The message in at least 80% of the articles/books one reads focuses on lead gen, demand gen, and prospecting. Talk to any manager, most will say, “We need more in our pipelines.” But in, How Do You Win, I suggested our thinking was backwards. Rather […]
Read MoreWe should all be fortunate enough to have a few people that are “pain’s in the asses” to us. Last week, I posted something on LinkedIn. My friend, Mike Webster, disagreed with me, and it was over one word. I had used the word “but” in part of my “pontificating.” Mike challenged me on that, I provided a sloppy response. As he usually does, Mike didn’t let me off the hook. He challenged me again, then added, “Or am I being obtuse in my comments by focusing on your use of ‘but’?” I realized that I had been really sloppy […]
Read MoreThe LinkedIn invitation started with: “Dave, I think there is an opportunity for us to work together….” We all know what that is code for, the individual simply wants to sell me something. We use all these words to try and mask our objective. We might “work together,” or we might “partner,” or one of my favorites, “let’s collaborate.” We use them to, not so thinly, disguise our real intention, “We want your money!” Why do we think our prospects are stupid, why do we think we are distracting them from our true intent–we want to interest them in buying […]
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