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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

How Manufacturing Works, Applying It To Selling

By David Brock | June 27, 2024

For some reason, there’s a huge attraction to applying “manufacturing techniques” to selling. I suspect it’s the perceived orderliness to manufacturing processes and the predictability of the outcome. It’s easy to understand that attraction. The lean approaches applied to manufacturing create a hyper efficient process. Second, it always produces the same outcome (manufacturing experts will quibble, but we do design manufacturing lines to produce zero defects.) While most lean manufacturing is a “pull” process, we know that whatever we feed into the beginning of that manufacturing line will produce a very precise outcome/output. Experienced manufacturing people, please forgive me, I’ll […]

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“Something’s Happening Here, What It Is Ain’t Exactly Clear…”

By David Brock | June 26, 2024

I’ve been in various businesses in a variety of jobs for close to 4 decades. I’m experiencing and observing something I’ve never encountered. Over the last several weeks, I’ve had a number of conversations–some I initiated, some initiated by others. Conversations with clients, colleagues, business friends. We are all seeing similar things, each from different perspectives. It’s very difficult to describe or put words to it. But it’s something each of is is sensing. We struggle with describing it. We struggle with “What do we do about it?” Most of those I speak with have been through all sorts of […]

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Selling Math, Can We Do Better?

By David Brock | June 25, 2024

We focus on scaling and growth. We revel in incredible growth rates, doing better than we did last year, having aspirations to do better next year than we did this year. We are hitting the numbers, maxing our comp plans, keeping our investors happy. We engage in high fives and chest bumping all around. Of course, that it getting more and more difficult. Fewer are doing this, and it is never easy. We struggle to do more and more, leveraging technology to help get us on target. What if we hit pause and started doing some math? What if we […]

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Are Methodologies Even Relevant Anymore?

By David Brock | June 24, 2024

I read a fascinating discussion about the relevance/utility of sales methodologies. There were people with very good arguments on both sides. I have to confess, very early in my career, I didn’t pay much attention to the methodology we were supposed to use. Part of it was my arrogance, I thought I could come up with better and more relevant approaches than any standard methodology. I had some reasonable success “doing my own thing.” But, as I ran into difficult situations, where I had no experience or idea how to move forward, I found myself falling back on the methodology. […]

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Sometimes, You Don’t Know What You Are Looking For Until You Find It….

By David Brock | June 23, 2024

We are driven to get answers. We know what we are looking for. With our customers, it’s their needs, requirements, who’s involved, how they are going to make a decision, when, who else they’re considering, why this is important to them, and on and on…. We doggedly pursue the answers to the things we are looking for. Likewise, we expect our customers to be the same–but opposite. They know what they are looking for, they just need to get the answers. What are the capabilities of our solutions, features, functions, feeds, speeds, price? Who else uses the solutions, what’s the […]

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Do You “Practice What You Preach(Sell)?”

By David Brock | June 22, 2024

Years ago, in CRO or CEO roles, I was involved in buying tools, training, consulting to help improve the performance of our teams. While we had people assigned to drive most of the process, inevitably, I would be involved in some of the final presentations. In each of the presentations, I would ask one thing, “Show us how you are using your tools to help you sell to us.” For example, if they were selling training, I’d ask for a call plan or a deal plan or an account plan. Of if they were selling technology, I wanted to see […]

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