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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
Putting You Money Where Your Mouth Is!
I’ve been working with sales professionals (and unprofessionals) for more years than I’d like to think about. I talk to and work with thousands of sales people and hundreds of managers every year, traveling a couple hundred thousand miles doing it. So it’s easy to get jaded when you sit in sales meetings. Despite, different times, companies, industries, geographies, too often one hears the same thing over and over. Too often, it’s the same whining accompanied by, “If only ……” statements. Last week, I had the privilege of sitting in the single best sales meeting of my career–even those I […]
Customers Don’t Care About Their Buying Journey!
Recently, I was speaking with an executive whose team was involved in a major purchase decision. I asked him to describe his buying process/journey. He looked at me with an amused/quizzical look. “We don’t think in terms of a buying journey. We just have something we need to get done, part of it involves buying…..” All of a sudden, it struck me: The buying process or buying journey is just an artifact invented by marketers and sellers to rationalize what we want to inflict on the customers. Of course I’m being a little harsh here, customers do talk in terms […]
Doing More Of What Doesn’t Work!
Imagine sitting in some sort of sales kickoff meeting or conference, and the keynote speaker enthusiastically jumps on the stage and shouts, “You need to do more of what doesn’t work!” Your initial reaction might be, “WTF!?!??” But the speaker continues, pacing back and forth, showing great slides, extorting you to do more of what doesn’t work. You’d think the speaker is insane, he’s not, after all he’s gotten your money (but that’s another post). The smart people in the audience would walk out, thinking, this is a waste of time! Yet, I see organization after organization committed to doing […]
Moving Beyond The “Chaotic Buying Process”
It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1. Define problem, 2. Identify priorities, requirements, 3. Assess solutions, 4. Select solution, 5. Implement. It seems we are suddenly recognizing that customers struggle in buying, they wander, they start/stop, the majority of buying decisions end in “no decision made.” Even though people have been writing and talking about this for some time, it seems to be sinking in and many organizations are recognizing we need […]
The Elephant In The Room, Sales Talent Management
Ask any sales manager or executive their number one challenge in the future, it’s likely they will say, “Making our numbers….” That’s the perennial answer that inspires a response like, “Wow, how inspired, why didn’t I think of that?” Only a handful of executives really understand the question. Making the numbers is a result of the things you put in place and execute within the organization. These things include your overall strategy, the systems, processes, tools, programs, and training. And for those parts of buying that don’t move to e-procurement, the complex buying journeys, talent becomes the cornerstone of making […]
Customers, Looking For Help In Other Places
As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems. CSO Insight’s 2018 Buyer Preferences Survey show only 23% of buyers consider Vendor Sales People as one of the top three resources to help solve their business problems. Out of 10 resources alternatives (for example, subject matter experts, vendor websites, past experience, industry resources, peers, etc.), vendor sales people were ranked […]