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.
With the advent of fancy algorithms and analytics, online content is as curated and relevant to the individual as it’s ever been. Hop on Twitter at any given moment and you’ll be met with sports highlights, news bits, and 6 second videos of (arguably) funny people. Spend a couple weeks on the platform, and Twitter will begin to figure out that you’re more of a sports guy, and that you can’t help but click on a couple cute cat videos every once in a while. Using this information, the platform becomes more enjoyable for you to use over time as […]
Read MoreTibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. She was invited to join the company because of her track record in the industry. They wanted her to establish a similar team and process to the one she had implemented at her previous company and told her she had Carte Blanche. It turns out there was a silent asterisk: “Do whatever you want, just don’t change anything other than the results. What’s her best move four […]
Read MoreThis week, I had meetings with a number of sales enablement professionals. Each came from very large companies with strong commitments to sales enablement. Each had long experience and sales enablement programs that would be considered “best in class.” In each conversation, they were struggling with similar issues, “How to keep up with the demand for help/support.” They had long list of things they needed to put in place. Different training, new content, new tools. They faced issues of which to prioritize, how to get the work done, how to implement without overwhelming the sales teams, how to manage the […]
Read MoreAt executive levels, we are fond of developing new strategies and priorities for the business. We spend countless hours in developing strategies to change our business, to drive growth, to expand into new segments, to change the value we create for our customers, becoming much more important to them. At some point we start rolling out our strategies—we talk to analysts, proudly talking about the new strategies/directions and how they will drive growth. We reposition ourselves in the markets through a variety of communications within the markets, to our customers, and others in the ecosystem. We develop change initiatives, new […]
Read MoreManagers are responsible for maximizing the performance of the people on their team. It seems such a simple and obvious observation, but one that doesn’t seem to be executed. Many managers struggle with understanding this, some retort, “My job is to make the numbers!” But when I ask, “How do you do that,” they start stammering and waving their arms. While it would seem obvious that the only way they can make their numbers is through maximizing the performance of people on their team, the conversations are often long an circuitous in getting there. Some managers interpret this differently. “In […]
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