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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
Sales Enablement Lab: How Frequently Do You Coach Your Sales People?
A couple of weeks ago, I had the pleasure of participating in a great discussion on coaching with Thierry van Herwijnen. Thierry had asked me to participate in his series of podcasts on his Sales Enablement Lab Site. The core topic of our conversation was on Coaching. We had a wide ranging discussion on how sales managers could integrate coaching into their daily activities, how to leverage reviews as powerful coaching opportunities, different approaches to coaching, and finding the time to coach. The original of this podcast can be found at Thierry’s site–along with a number of other outstanding interviews. […]
Looking In The Mirror
As sales and marketing professionals, we are supposed to help our customers identify new opportunities, improve their operations, solve problems. More and more, we are learning that our success with customers has less to do with what we sell, but more to do with how we engage them, how we help them identify new opportunities through providing insight, and how we help facilitate the buying process. In short, it’s how we help them identify the need to change and drive change in their own organizations. We constantly struggle in doing this, we invest millions in training, tools, programs, and so […]
“Let’s Catch Up……”
A couple of times a day, I skim my “Junk Mail” folder checking to see if there are legit messages then emptying it. The minute it takes me to do this also provides great comic relief on the hundreds of inept prospecting emails I get. These are legitimate emails from well established companies–not the emails asking me to buy cheap drugs or to help free a fortune held captive in a West African company. They are emails from well established brands/companies. Unfortunately, they’ve bought a list from a disreputable list management firm, or they’ve scraped the web, or they’ve “deconstructed” […]
Letting The Customer “Opt-Out” Is Not A Nurturing Strategy
I had an interesting, unexpected reaction to my “Stop Nurturing Me” post. An individual commented, “prospects have the option to opt-out of being nurtured, as do customers…..” The comment, while well intended, frankly struck me as very misguided. Forcing the customer to opt-out is actually an indication of a massive failure on our part. It means we haven’t taken the time to really understand the customer—their journey to learn and educate themselves, their “squishy buying cycle,” and their quest for more learning once they’ve bought. If we are building high quality, impactful content; if we are trying to build customer […]
How B2B Buyers Make Purchase Decisions
I’m a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Jeff, makes several critical points. He poses the question, Why does anyone buy anything? Then answering it, “It all comes down to one simple motivating factor: The desire to improve one’s life.” It’s easy to understand this in the context of individual or personal purchases, but too often overlooked in B2B sales. We’re trained to look at the business […]
What Sales People Can Learn From High Jumping
High jumping is a fascinating metaphor for sales success, at least in my mind. First, it’s the only competitive sport I know where to be successful, you have to first Flop. OK, maybe I’m stretching things a little–by now you’re used to my perverse and twisted humor. In 1965, Dick Fosbury revolutionized the world of high jumping with his creation of the “Fosbury Flop.” His technique enabled high jumpers to clear jumps that were unimaginable with other techniques. The Fosbury Flop is still the dominant style of jumping today. For my non American readers, Flop is also a synonym or […]