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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
New Logos, Account Development, Hunting
Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. The sales person identifies these prospects, engages them, and hopefully converts enough to POs to achieve her goals. We spend a lot of time talking about the importance of sales people that are outstanding at hunting to find those new logos and companies, and close them. […]
If You’ve Ever Been Fired, I’ll Never Hire You!
There’s an article that’s getting a lot of attention, If You’ve Ever Been Fired, I’ll Never Hire You! It’s a commentary on a “manager’s” perspective that being “fired” is a black spot on anyone’s career and that manager taking the position that anyone who has been fired should never be considered for a job. Unfortunately, I think too many managers share that opinion. It’s an ill-informed opinion from many perspectives. There are all sorts of reasons, good or bad that a person is terminated. What we often miss about termination is that it is as much a fault of management […]
Failure Takes Effort
Failure, for the most part, doesn’t happen over night. Sure, there are catastrophic events, things far beyond our control. But I’m not talking about those. The failure I’m speaking of is systemic performance issues–perhaps not big when taken individually, but collectively cause us to fail. Stated another way, failure takes work, for the most part, it doesn’t just happen. We have to work at it to fail. Some of you are getting pissed off, you’re possibly offended, possibly confused, “What do you mean Dave?” Let me deconstruct it a little. Sure you can fail by not doing anything, but people […]
Leverage The Coaching “Multiplier Effect”
It seems to be a fact of current business life, all of us are time poor. We have more on our plates than we have time available to do them. We are distracted by the urgent, often at the expense of the important. For many managers, the coaching falls into that category. Many recognize that coaching is something they should be doing, but day to day fire-fighting and crisis management seem to conspire to rob managers of the time to coach. (Those that don’t recognize the importance of coaching, are a completely different case–one wonders if they should even be […]
Let’s Start Talking About Sales Manager Enablement
There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. But something critical is missing from most of the conversations. What about sales managers? What are we doing in sales manager enablement? In fairness, many of the major sales enablement platforms and some of the specialized tools are doing very good things in sales manager enablement, but the majority of the […]
Is Job Hopping Inevitable?
As long time readers know, I tend to be pretty opinionated. Recently, I’ve gotten sucked into a conversation thread on LinkedIn about job hopping. It’s semi interesting–much of it is people rationalizing why they move from job to job to job. Much of the job hopping phenomenon has been attributed, incorrectly I think, to millennial. “That’s the way they are, we just have to accept it.” First, I job hopping isn’t primarily limited to millennial, I see people in every age group doing it. Second, I think it’s unacceptable to resign ourselves to thinking of this as the future of […]