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.
Just when you think you have seen the very worst prospecting email ever, you get one that takes you to new lows! I opened my email today and read: “Hello Dave, It has been some time since we last spoke, let alone worked together. The fault of this is mostly mine. However I want to make up for my time of neglect and reach out to you today to ask you a simple question. Do you want to continue to hear from me?” There is so much wrong in these four sentences, not to mention the several hundred words that […]
Read MoreIt’s an age old adage, “You get what you measure and compensate for.” If it were true, why do we have such a gap in sales quota performance? We’re measuring it, we’re tracking it, but the majority of sales people aren’t achieving their goals. There are a lot of things that impact quota performance, but I suspect a large part of the challenge are the other things we measure, hold people accountable for, even compensate at some level. To often these are activity metrics which desk bound managers track, beating the crap out of those who don’t achieve them, Too […]
Read MoreToo often, we seem to focused on volume, velocity and activity levels, thinking that the more things we do, the better we are. We set goals for number of prospecting calls, numbers of meetings, and any number of things. The thinking is, if we simply do more, we produce more. On face value, that makes sense. Having 20 prospecting conversations a week is twice as good as having 10 prospecting conversations a week (assuming all else is equal). Chris Beall, of Connect and Sell is gracious in publishing data in this area. The data provides really interesting insights and questions […]
Read MoreI was involved in a twitter discussion. The following question was posed, “When cold calling, to you lead with the Problem?” There were all sorts of responses–naturally, some say “lead with insights,” others lead with the problem. It’s not an easy question, and there is no right answer. I reflected for a few moments, actually, I went through my prospecting calls for the past two weeks. I’m not sure it was conscious, but I found that I had been leading these calls with the Opportunity. That is, I initiated the discussion focusing on an Opportunity for the prospect to achieve, […]
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