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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
Presence
Often when we think about “Presence,” we think about a person’s bearing or how they present themselves. There are some people who seem to have tremendous presence. When they walk into a room, when the participate in a conversation, all focus shifts to them. There’s a lot to be said for this kind of presence–but I think most of the time it has to do with a different sense of presence. The part of presence that we don’t seem to pay much attention to, is “being present.” That is being totally focused on what’s happening now, being in the moment, […]
Too Busy To Worry About The Customer Experience
Recently, I wrote, “‘Simplifying The Way We Work,’ But What About The Customer?” It provoked some interesting discussion, including a great comment from Gary Hart: “…do you think many organizations are trapped in the misconception that bottom-line-centric improves customer centricity and that price trumps service?” Certainly, the bottom-line is critical to our success. Without focusing on profitability, we can’t continue to invest in growth or survive. It’s a fundamental for all businesses. But customer centricity and profitability aren’t conflicting goals. In fact our most loyal customers are probably our most profitable customers. I do think many business executives, mistakenly, put profit […]
“Simplifying The Way We Work,” But What About The Customer?
I caught a small article flashing across my news feeds, “Coca-Cola Disconnects Voicemail At Headquarters.” I’m not a big fan of voicemail, those I receive are translated into texts and sent to my mobile and email. So this post is not about voicemail. The thing that struck me in the article the reasoning behind this. The article cited an internal memo from the CIO, the change was not done for cost savings, but rather “’to simplify the way we work and increase productivity.’ Callers, upon not reaching the person they are trying to reach are told to try later or […]
The Illusion Of Control
Matt Heinz wrote a provocative post, “News Flash, Sales Doesn’t Control When The Deal Is Closed.” It is a great post. Many of us, in and out of sales, operate under the illusion that we are in control, but we aren’t. Many might respond, well the customer is in control, so we have to work with them. As Matt points out, this may not be true, the customer may not truly be in control of their buying/decision making process—which is a possible reason so many deals end in no decision made. If one pushes this argument further, we realize in […]
“We Want Your Help To Grow Our Business”
When I saw the title on the email, I was intrigued. I thought, “A new client?” After all, that’s what we do, we help our clients grow their businesses, but I’d never had anyone approach me so directly before. Usually, the “grow the business” piece comes disguised in problems and challenges. I opened the email only to be disappointed. Yes, you guessed it, an awful sales pitch! Probably 100’s of you received the same thing in LinkedIn yesterday. The sales person very blatantly asks for our help in growing their business, meaning they want my money. At least I have […]
The Unfinished Business Of The Year
The end of the year is approaching quickly. As is usual, we are consumed/distracted with a lot of things. Month end, Quarter end, for many Year end. We’re rushing to make those last minute numbers, perhaps get some of those year end dollars. Pile on top of that, the New Year, which for many of us means to start planning for 2015 Kick-offs, programs, new quotas, new goals, looking forward with anticipation. Then there is the personal side, Holiday plans and celebrations, family, friends…… It’s easy to get caught up in all of this, but there are some important pieces […]