Partners in EXCELLENCE - Making a Difference
Blog
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 “One Thing”
Sales people and managers struggle with achieving their goals. We have to do everything–prospect, work the deals in our pipelines, do increasing amounts of reporting, and on and on. When we struggle to achieve our goals, the answers, perhaps disguised as coaching, are to “Do More!” Usually, that means do more of everything; prospecting working the deals in our pipelines, and more reporting. Sometimes it’s “Do more of this one thing….” These days, it’s usually more prospecting, as if that’s the only answer to fixing a lean pipeline. Now here’s where it starts to get confusing, hang in there. We […]
Partners In EXCELLENCE Blog
Those of you who get blog updates from me in your email or news consolidator may have noticed some very strange behavior from my blog today. First, my apologies for any inconvenience. Second, an explanation and some reflection: This morning, part of my routine is to check the blog to make sure the latest post is published. I usually have them scheduled for publication about midnight PDT. When I looked at it this morning, all my posts had been wiped out! There are almost 2400 posts, spanning 10 years. All of them were gone. Fortunately, I’m paranoid about things like […]
Do Your Salespeople Really Understand Their Numbers?
Every year, I meet with thousands of sales people and sales managers. Inevitably the conversations focus on sales performance and achieving their goals. We try to help them understand the leverage points in achieving their goals, and how that drives their focus and activities. We start talking about the “numbers.” No, not quotas, but the leading numbers that indicate whether they are doing enough of the right things, with the right people, at the right time. In the conversations, we end up talking a lot about pipeline, prospecting, and select activity metrics. Most are very polite, as we talk about […]
The Lowest Form Of Sales Management
Sadly, too many managers seem to mindlessly echo the same meaningless mantra from some hopelessly outdated sales manager playbook. The answer to every performance issue seems to be simply, “Do more!” The “more” that’s identified is usually more of something that has worked in the past, without assessing whether it is still the right course of action. As a result, we get mindless guidance like, “Just do more prospecting,” “Just get more opportunities in your pipeline,” “Win more,” “Spend more time [doing something],” and on and on. And when those don’t work, we know the answer, “Just do more……..” Inevitably, […]
Sales Is Simple, Buying Isn’t!
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may have been, is that I did what too many of us do, focusing on ourselves–sales people, sales leaders, and selling. We all do that, we focus on what we do. We get into conversations about how we do what we do better. I don’t want to dismiss those conversations, they are important. But starting with what we do is the wrong starting point. We always have to start […]
What If We Talked About Our Customers?
Recently, the CEO of a company shared the agenda for his management offsite meeting. Agenda: – Review key metrics (30 min) – Discuss service growth plan (30 min) – Discuss 2020 product vision (30 min) – Discuss pricing / packaging (6 hours) 😂 – Harbor boat ride (90 minutes) I see dozens of these every year. Some for meetings I’ve been invited to participate in, some from my coaching clients. They’re not much different than the one outlined above. Yes, some of the specifics are different, but generally, they focus on a lot of internal business topics. The one thing […]