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.
First, apologies to Geoffrey Moore and his seminal book Crossing The Chasm. Several of my recent posts have stimulated discussions about the chasm between our Selling Process and our s’ Buying Processes. I’ve gotten a lot of questions about, ‘Shouldn’t we be focusing on their buying process,” “How do we bridge the selling and buying processes, ” “How do we manage to two processes simultaneously,” and a number of others. These are great and difficult issues. I think the best way to start bridging the gap is to focus on where do we start in designing the process? Usually, when we think […]
Read MoreI’ve been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening too each other and each reinforcing the others’ positions. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up his own executive bonus/incentive compensation plan.) Likewise there are those that say, you can’t drive sales results without commission. They’re a little comical to […]
Read MoreI wish I were smart enough to make up these stories. Today, I received an unsolicited email titled, “Would you like to blog about sales automation.” Here is the text, the only thing I have changed is the company/product name (I’m calling it Company X). I did highlight the spelling errors. I started to highlight the grammar errors, but when the entire first sentence was RED, I stopped. Hi David, I’ve been reading your blog for several month now, especially I liked the article on [ARTICLE NAME]. I happenned to use these ideas when I built my own business, so […]
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