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.
My apologies, I’m doing a series of rants that are something akin to David Letterman’s Stupid Pet Tricks. Instead these posts are about Stupid Sales Management/Marketing/Sales Tricks. Sales and marketing are among the most measured functions around. But having these metrics, knowing what they mean, developing and executing plans to improve performance and knowing what to do about them are not well understood. Too often, we leap to the stupid answer, not to the answers that really turn the dials on performance. Here are some examples, while they may seem laughable, they are real. I’m not smart enough to make […]
Read MoreThis morning, I was conducting a deal review with a very experienced sales person. It was like many other reviews and the sales person was falling into the same trap that I see replicated too many times with too many sales people. This trap is deceptive, seemingly it narrows our focus on what the customer is trying to achieve and how we respond, but too often, it limits our ability to compete and differentiate ourselves. In this review, the sales person said, “there are two driving issues, all we have to do is address those and we win the deal.” […]
Read MoreWe all know the single thing we cannot recover is time. Once it’s passed, we can never recover it. Most everything else, we do, we can recover from. We can change our strategy if things aren’t going right, we can find new customers if we don’t have enough deals to make our number, we can change our proposal if customers don’t like what we’ve proposed, we can change our jobs, if we accepted a role we end up not being well suited for. However, I’m always amazed with the casualness with which we treat our time. There are all sorts […]
Read MoreEvery three years, I go through the same cycle. My car lease comes to an end. Every three years, the same thing happens; about 6 months before the lease end, the dealer(s) start to contact me. It’s always with an offer, “We can let you out of the lease early and get you into the latest model of your current car…..” I’ve just gotten into that 6 month window. I’ve gotten two outreaches, the first from the dealer I bought the car from, the second from a deal where I happened to have the car serviced once. Both had the […]
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