Partners in EXCELLENCE - Making a Difference
Blog
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
How Would You Sell If You Weren’t “The Salesperson?”
Probably more “selling,” happens outside the sales profession than within the profession. That “selling,” isn’t measured by revenue or quote, but it happens every minute of every hour of every day. Think about it—it’s getting buy-in to your idea in the company. It’s getting people on your team to want to be on your team, share your vision, help you achieve the goal. It’s listening to someone rave about a movie or restaurant, and putting it on your list to do. We see examples of people doing this in our business and professional lives all the time. They don’t know anything about their […]
The Not So New Principles Of Sales
Growing up, I always thought of being a scientist/engineer. I learned that math, physics, science are based on certain underlying principles. 2+2 always equals 4, the fundamental laws of physics, thermodynamics, and so forth always apply. The basic principles remain the same. Research has caused us to learn more about the principles, our understanding of the behavior of things at a subatomic level has been enhance. But the underlying principles still apply. The practices of science and engineering, though, have changed. In high school I did math using a slide rule (yeah, I ‘m dating myself), started programming at a teletype […]
Thinking Is Mandatory
I talk to all sorts of sales people and sometimes notice an “impatience.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want–prospect, get meetings with execs, close, handle this/that objection, fill my pipeline…..]?” “What’s the script?” “If I just had a killer pitch!” They seem to want the answer to universal sales success. They want a formula or recipe for success. As if I could say, “Take a cup of this, a pint of that, a pinch or this, 2 tablespoons of something else, stir well, and bake for 35 minutes […]
Mastery In Sales
One of the nice things about being a consultant, is that I get to watch and observe thousands of leaders and professionals every year. I get the opportunity to see how people approach their jobs. I see some that struggle to achieve success, I see some (too many) that aren’t really committed to success, but go through the motions to collect a pay check. Then every once in a while I’m privileged to see someone that just stands out–a top performer–someone that’s truly a master. I look at those people, the one’s that really stand out, trying to figure what makes the […]
Insight, It’s Not Just For Customers!
Over the past 3 years, Insight has been one of the top discussion issues for sales and marketing professionals. We’ve all been immersed in the importance of changing how we engage customers. We know we have to talk to them about their problems, opportunities, areas in which they can improve. We know we have to teach customers–not about our products/services, but about how to improve their business. We know we have to bring Insight! While we’ve focused on the customer (which is a good thing), all the lessons we learn about Insight have many other applications. The tools and methods […]
“….And This Is What It Means To You”
Insight is all the rage. We’ve rediscovered the concept of teaching our customers, bringing them ideas, helping them think differently. It’s actually not that new, great sales people tend to do this naturally. However, all the writing, training, and tools around Insight are important in helping build nimbleness around developing, communicating, and engaging customers in commercial teaching. Marketing is developing attractive content, hoping to develop higher levels of interest and customer engagement. Legions of sales people, fresh out of training, are being unleashed on customers, hoping to inspire them with the latest Whiteboard, Prezi, and PowerPoint presentations. All presenting compelling infographics, […]