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.
Sales success isn’t so much about selling skills, techniques and approaches. It’s not so much about product knowledge or even knowledge about your customers. It isn’t about the tools we use, how we are engaging socially. While all these things are important and necessary to our success as sales professionals and leaders, fundamentally, success in sales is about caring. Think about it, as sales people we are fundamentally looking for opportunities, trying to convince people about how to change–when they don’t necessarily know they should or even may not want to. It’s overcoming resistance or even indifference, whether it’s our […]
Read MoreCareer pathing is something I seldom hear sales executives and leaders talk about (unless it’s their own). Part of it is driven by our focus on the here and now. We’re worried about today’s, this month’s, this quarter’s, this year’s numbers. We don’t think about our people and their aspirations and dreams of growth. Too often, the only “advancement” we think of is moving from sales into sales management. But not everyone wants to be in management, and too many don’t have the capabilities of being great managers. But all of our people have–or should have–aspirations and dreams. They want […]
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