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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
Compressing Our Customer’s Buying Process
I read a post about influencing and accelerating our customers’ buying decisions. The author thought trying to acclerate or “move in” the buying decision was wrong. I don’t disagree–usually, our motives for trying to do this is getting an order and making out numbers. Toward the end of a month or quarter, managers seem to always focus on, “What can we move in?” Often, we provide “incentives,” to accelerate a customers decision, usually those are some form of discount (Ironically, we are training our customers on behaviors that get the discounts. If I were a customer, out of principle, I […]
Focusing On The “Mobilizer” Is Not Enough!
We know in complex B2B buying decisions, there are over 10 people involved in making the decision. There are many others who influence this group, and it only takes 1 person to veto a buying decision. Ideally, we have at least one “Mobilizer,” some one within the buying group that is proactively advocating for our solution. But focusing our sales efforts on that Mobilizer is insufficient to drive success. More typically, we focus all our sales efforts on the person we know–whether that person is a mobilizer, or just the person we know. We put all our “eggs” into this […]
Are You Selling What You Can Sell Or Selling What You Need To Sell?
Most sales people I meet are genuinely busy. They are trying to meet new customers, find new deals, qualify them, move them to closure. It seems to be almost a badge of honor when I speak to sales people, to proclaim the long hours and hard work. Sometimes, they proudly proclaim, “I’m selling everything I can!” And that’s a problem for me. Typically, when someone proudly states they are “selling everything they can,” they aren’t selling what they need to be selling. Stated differently, they are trying hard, but their quotas and goals are not front and center. As sales […]
“The Customer Is Incompetent!”
In the past week, I’ve participated in two reviews where the sales person has made the statement about some individual in the buying group, “So and so is incompetent…..” One wanted to hammer home the fact by saying, “I spoke to a friend selling other products to the same company, he agrees….So and So is incompetent!” It was, apparently, validation for that sales person’s position. Naturally, statements like these provoke the question, “What is it about that person’s behavior that causes you to draw that conclusion?” Usually, there is a lot of hemming, hawing, and hand waving, followed by, “I […]
Send In The “Bots”
AI, “Bots” and related technologies can do a lot to help improve our effectiveness and efficiency. The technology enables us to unload mundane tasks, both making us more effective and efficient. And, of course, there are those that enable the users to do terrible things. We hear reports, almost daily, of concerted efforts to exploit social and other networks with these bots. Recently, I’ve become a victim of the outreach of a company that provides this technology. My “mistake” was belonging to LinkedIn. On a daily basis, I’ve been getting LinkedIn Invitations from different “people.” All have the same text, […]
“1250 Dials, 50 Conversations, 2 Meetings…..”
I was intrigued watching a LinkedIn video from a prospecting expert. He touted his great results, showed videos of him making prospecting calls. I suppose it was to promote his expertise in prospecting. He was leveraging all the best predictive dialing and software technologies, exploiting his glibness/provocativeness on those conversations he had. His numbers, roughly 1250 dials, roughly 50 conversations, roughly 2 meetings. This was typical of his daily 8 hours of prospecting, a result which he was, apparently, very proud of. Regular followers know I’m a “numbers person.” I focus on how we tilt the numbers in our favor, […]