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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
Did You Write The RFP?
I was asked to participate in a deal review. It was one of those “mega” deals, the one you dream of, the one that will make your year–or at least give it a significant boost. In preparation, I started to review the opportunity in the CRM system. I discovered my client was pretty late in the cycle. Apparently, the customer had been thinking about this problem for some time. They were one of the proverbial “70% through the buying cycle” customers. They had gotten to the point of writing an RFP, providing it to all interested parties to respond. I […]
Sales Manager Or Sales Person?
Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. It always fails–it’s a disservice to your team, to your company, and most of all to yourself. There are several devastating scenarios: Sales manager as super sales person. We know what that looks like, the sales person has been working a deal, as it gets to the closing stages, the sales manager swoops in, pushing the sales person to the side and does the deal! Back in the office, his chest is […]
When’s The Last Time You Visited A Customer?
One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective. The customer isn’t an abstract persona, she’s not a data point in a report or analytics, the customer isn’t part of a market research sample, he’s not someone trying to take advantage of us, she’s not reliant on digital channels to navigate their buying process. A customer is a human being, trying to get more done than he has time […]
Stop Making Sales People Look Stupid!
Would you willingly make 10,20, 30 prospecting calls a day if you knew the customer probably thinks you are stupid? Hopefully, that’s a basic intelligence test. No one wants to look stupid! Yet so many prospecting programs are designed this way. I’m sure not intentionally, but through lack of focus, research, or having something meaningful to say. Think of the truly stupid things that could be avoided: “Can I speak to the person responsible for [Insert whatever you want] buying decisions?” Given the wide availability of intelligence on customers, whether tools supplied by your CRM vendors, LinkedIn, Facebook, and any […]
My Favorite Sales Books
I hate starting posts with an apology. Particularly to a group of outstanding people, many of whom are friends–authors of sales books. There are a lot of awesome ideas out there by experienced and thoughtful people. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. Soon, I hope to join the ranks of those people with my own first book, tentatively titled, “The Sales Manager’s Survival Guide.” Lest everyone get a little puffed up, there is a huge amount of crap out there. I think the crap outweighs the […]
Do You Respect Your People Enough To Fire Them?
Unfortunately, one of the biggest sins I see in performance management is avoidance. Usually, we’re good at recognizing problem performers. We’re just terrible in dealing with them. There all sorts of reasons we avoid dealing with them–all bad. They include: Dealing with problem performers takes a lot of time. Dealing with problem performers is no fun–for both the manager and the problem performer. Dealing with problem performers creates stressful, sometimes confrontive situations. Most people tend to avoid these. But to me, the ultimate betrayal of trust, the ultimate form of disrespect of an individual is not to deal with the […]