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.
I’m finding great ways to use ChatGPT and am using it as a debate partner to better understand critical issues and to test my own thinking. Yesterday, however, we struggled with each other. I sought to get it’s perspective on a certain issue and it’s thinking was flawed. At that point I started trying to coach ChatGPT. It reminded me of so many coaching sessions I’ve had with human beings. I started asking the question, “What are the top 15 metrics CROs should be tracking?” It returned a reasonable answer, including revenue growth, pipeline value, conversion rates, CAC/CLD and other […]Read More
We are blessed with enormous amounts of data on virtually everything. Data on our customers, their markets, their industries and competitors. Data on their engagement with us, content they consume, interactions virtually or with our people. Data on their experience in using our products and solutions. We even have data on their individual and organizational behavioral styles. As managers, we have data about our people and their performance that we have never had before. Endless data on activities, whether dials, emails, meetings, proposals. We have pipeline and prospecting data, win rates. We have conversational intelligence about the words, questions and […]Read More
As we see more organizations announce reductions and layoffs, we are seeing more CEOs use poor seller performance as an excuse for the layoffs. One CEO said, “We’ve identified more than 100 people on our sales team who have consistently missed expectations. Simply put, a significant percentage of our sales force has been repeatedly underperforming based on measurable performance targets and critical KPIs. That’s obviously a problem. But it’s one in this environment with a particularly available and actionable solution. We are now in the process of quickly rotating out those members of our team who have been underperforming.” I […]Read More
As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation. I’ve come to realize, despite how much we talk about it, we really don’t understand what it means, often overcomplicating it. Let me try to, briefly, recast value creation. At least in selling, for ages we’ve talked about “value propositions.” These focus on the results created from the implementation of a solution. For example, if our proposed […]Read More
Often, we have solutions and capabilities that address a wide range of customer challenges or problems. It may be we have a solution that have a wide range of capabilities (A lot of IT solutions, enterprise wide solutions, professional services, etc.). Or we may have a portfolio of solutions that address a range of things that are helpful to the customer. Too often, in our outreach to customers, we inflict all the things we can do for them. Then we leave it to the customer to figure out where they need the help. And we know what happens, the customer […]Read More