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.
It’s early morning, I’m clearing email. Somehow, I feel like I’ve accomplished a huge amount, wiping out dozens of prospecting emails in 5 minutes. Every once in a while, I pause for 15 seconds at one. Today, I had about 4 emails starting the same way: “I Dave, I’m wondering if you saw the email I sent last week……” It goes on with the original email attached. Sometimes, these are ridiculous–people following up on their follow up, following up on their follow up. I wonder, “What do they think they are accomplishing?” If I didn’t see the original email, that […]
Read MoreI’m pretty tough on sales people. You’ve read my endless rants about bad prospecting, clueless call execution, and other examples of poor “salesmanship.” One thing, I’m certain of, is that I will never run out of examples of really bad selling. But when you reflect, you have to consider the question, “Are so many sales people really that bad?” Or is there another reason they are failing? Now before you think I’ve gone all soft on you, there are plenty of really bad sales people–people who don’t deserve to be sales people. These are those that lie, manipulate, and do anything […]
Read MoreOnce we eliminate all the fancy words and hand waving, sales is about getting our customers to change. We try to get them to switch suppliers/vendors. We try to get them to change their current operations and procedures, improving the results they produce. We try to get them to take advantage of opportunities they are missing, helping them grow and compete. We try to get them to overcome the inertia of the everyday, getting them to do something different. Whatever we sell, what we really are selling is change. Sometimes the customer starts the ball rolling, coming to us, “We need […]
Read MoreI’ve decided to start a new feature on the blog called Bits And Pieces. I’ll publish it on Friday evening’s or Saturday morning–hopefully weekly. The purpose of these posts is to provide brief ideas, perspectives, things I’m thinking about, or announcements of things I’m involved in. I’d love your perspective on how to make this more useful. Books: I just completed the most important book I’ve read in a long time. Mindset by Carol Dweck is fantastic, particularly learning how we can move from fixed to growth oriented mindsets. It’s probably the single most impactful book you can read. What […]
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