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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
Stop Waiting For The Customer!!
Most of our selling activities are driven by our customers. As much as we may try to pitch our solutions, they don’t care–until they care. We end up waiting for them to be ready to talk to us. Even then, too often, they are choosing to minimize or eliminate sellers, preferring rep free buying experiences. Ultimately, sellers are deterred in engaging customers until very late in the buying cycle, and when/if customers want that engagement. And while this represents the current reality sellers have learned to live with, perhaps even revel. And, somehow, organizations seem to meet their growth goals, […]
The SKO Speech I’d Like To Deliver
I do a good number of Sales Kickoff speeches I don’t give many speeches to general audiences or at conferences. Most of the time, my speaking is at the SKO of a client, with whom we’ve been working on key change initiatives. The speech is very focused and directed to each person’s role in executing these initiatives and achieving the goals. But every once in a while, someone convinces me to do something with a client I’ve not worked with, or at some sort of conference. I give the typical “insightful and motivational” speech, with a slight bit of humor. […]
Love The Problem, Not The Solution!
We are in enamored with, perhaps even in love with our products. We have endless lists of product capabilities. We revel in each feature and function that we can add to a demo. We compare our offerings to the competition, proud that we “check more boxes,” while they competitors claim the same–they are just checking different boxes. We have endless case studies about how our solutions saved the day for a customers. Our websites have carousels rotating the prestigious names of customers or other carousels with testimonials, “This product is the best thing since sliced bread!” Our training programs endlessly […]
What If Our Sellers Had More Autonomy?
Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results, got me thinking. What if we give our people more autonomy in how they manage their deals, days, what they do? In the past 5-7 years, we’ve seen a movement to be completely prescriptive with our people and their activities. We script every conversation, yet the customers we are engaging don’t have the same script. Customer engagement plummets. We structure and architect each day, week, month. We assign number of dials, outreaches, meetings per day. Yet, our customers don’t want to talk to us. We assign […]
Minimum Viable Metrics
One of the key strategies for very early stage companies, for new product developers, or lean practitioners, is the concept of the “Minimum Viable Product.” It’s a very customer centric approach in launching new products. It seeks to minimize the risk to the company by introducing a product with just enough functionality to gain interest, then to learn from that, quickly improving and enhancing the product. If you look to many unicorns, they started with a MVP, learning from their first product introductions, then quickly growing from it. Companies like AirBnB, Zappos, Uber. Even Amazon and OpenAI have leveraged the […]
“Have You Learned Your Lesson Yet?!”
During the Holidays, together with family, often the conversation goes back to old memories. In one of these conversations, my Mom and Sister ganged up on me. They reminded me of the struggles my Dad and I had with my misbehavior. It seemed, stupidly, I kept doing the same bad things, over and over. I kept making the same mistakes, I kept getting caught. My Dad would sit down with me, frustrated, talking about these things. “You keep doing the same things, you keep getting caught, have you learned your lesson yet?” I finally figured out I hadn’t. Despite all […]