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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
Focus On The Customer Journey, Not Their Buying Journey
Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer is in control–funny, I always thought they were. We know that focusing on their Buying Journey, aligning our Selling Process with their journey is critical to our success (selfishly speaking.) We know they struggle to buy, often abandoning the process at some point, largely because they can’t align the agendas and priorities of the 6.8 people involved in the buying decision. We know that top sales professionals create value not just in the value produced by […]
Fear And Loathing: The Sales And Marketing Technology Stacks
As many of us prepare to descend on Dreamforce 2016, I look at it with some trepidation. Not the event, it’s fantastic, I see a lot of old friends, meet new people, and learn a huge amount. It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy. I have dozens of people reaching out, wanting to introduce me to their latest greatest technologies oriented at helping sales and marketing professionals. The goal of all these systems is, theoretically, to help sales and […]
Managers, How Are You Investing Your Time?
I couldn’t believe what I was hearing on the phone. It was a frustrated sales person looking for help. She had reached out after reading some blogs, asking me to be a sounding board for some deals she was struggling with. We spent some time talking about the deals, exploring what she might do to better position herself to win. At the end of the conversation, I asked, “Have you sat down with your manager to review this and get his advice? She responded that she had tried to. “He’s always very busy and just doesn’t seem to have the […]
The Only Sales Guide You’ll Ever Need
What would happen if you locked a leading self help expert and a sales expert in a room, challenging them to write a book? No, I’m not setting you up for a line like, “How many self help gurus does it take to screw in a light bulb,” or “What do you call 100 sales thought leaders sitting at the bottom of the ocean?” I’m actually quite serious. Think of your favorite self help expert. Perhaps Stephen Covey, Tony Robbins, Napoleon Hill, Tim Ferris, James Altucher, or anyone else. Think of some of your favorite sales thought leaders, Dale Carnegie, […]
Are You Hiring A “Good Guy,” Or The Right Individual?
Recently, I met with a CEO. He was trying to hire a new VP of Sales. For various reasons, he had struggled with getting the right person in place for a number of years. He was about to hire an individual. This person was the only individual that had been interviewed. On paper, the candidate looked pretty good. As I sat with the CEO, I asked, “What makes you think this person is the right person?” “He seems like a good guy. He’s had a great track record of success, everyone who’s spoken with him likes him……” responded the CEO. […]
#My First Seven Jobs Katherine Tate and Eric Anderson
There’s a series going around the web about people’s First Seven Jobs. It’s been fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here, Fred Wilson, Brad Feld, and Keenan. I jumped onto the bandwagon with my first 7 jobs. In the comments, you can also see Hank Barnes‘ first seven. It’s actually a huge amount of fun–first thinking about your own, reflecting on what they meant to you (privately) and seeing others’ experience. Consequently, I’ve invited a huge number of people of diverse backgrounds, ages, and locations, to […]