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.
Sometimes we get stuck. We don’t know what to do. We’re executing our process, we’re doing everything we can, but we’re stuck. The customer isn’t moving. Sometimes we’re stuck because of ourselves. We’re avoiding something–it may be a tough or unpleasant task. Sometimes, it’s seeking perfection, doing a little more research, refining our plan. We worry about what might happen, how a customer might react, what might go wrong. Often we get stuck because we are afraid to fail. Sometimes we fool ourselves, we make ourselves look busy, we are doing lots of things, but we aren’t moving forward. We’ve […]
Read MoreCustomers value sales people for their expertise. They want sales people to bring ideas, to help solve their problems, to help them improve and do better. It used to be, the expertise customers valued was sales’ knowledge about their products and solutions. Sales people would present information about their products and how they could help the customer. Software that helped provide more timely information for decision-making. Manufacturing systems to improve quality, productivity, and reduce costs, components that provided the customer products performance capabilities or functions needed by their customers. Customers wanted to learn about new products and solutions. The primary […]
Read MoreIt’s December, we’re all caught up in a frenzy of activity—closing those final deals we need to achieve our goals, preparing for a fast start for next year, then preparing for the Holidays…. Now here I am, adding one more activity to your already over loaded “To Do List.” But I think it’s an important one. Take some time to analyze: “What value have you created this year?” Here are some specific things you should be doing: 1. Look at the top 5-10 deals you won this year. Go back to the customers to see where they are at. Have they achieve the goals […]
Read MoreThere is never an end to the creativity of marketing and sales professionals in coming up with new ideas or programs. Developing new strategies and new programs is exciting. We get to think about the future, we engage in exciting discussions about new ideas, we are involved in creating and innovating. It’s fun and invigorating. Developing new strategies and programs is seldom a problem. The problem is committing to the execution of the programs. It’s no longer about powerful ideas, but it’s the tough work of making it happen. It’s no longer clean and theoretical, it’s rolling up your sleeves, […]
Read MoreI spent much of last week at Dreamforce. Before I go on, if you’ve never experienced it, you should attend. It’s one of the best events, I’ve ever attended. I’ll write more about it later. Dreamforce, like many other user conferences, CES and other trade shows gets a technology geek’s, like me, head spinning! One sees and hears about all sorts of technology–each apparently the answer to every sales/marketing person’s and executive prayers. Install this solution, click here, a few clicks there, and all of a sudden you are over quota. At least that’s the imagery one gets from each […]
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