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.
Sales professionals are very “numbers” focused. Where are we on quota attainment? What revenue is produced today, this week, this month, this quarter? How many calls do we make today? How many meetings did we have this week? How many proposals did we complete? There seems to be no end to the metrics we can establish for sales. But the metrics or number have little value by themselves. However, to often, it seems too many sales people and managers focus on the numbers as the goal. We know outbound prospecting calls are important. Establishing an arbitrary goal, say 100 per […]
Read MoreGo to any bazaar or souk in the Middle East or Africa, go to a marketplace in Latin or South America, go to the famed “Silk Alley” in Beijing and you quickly learn the difference between the marked price and the “street” price. No one pays attention to the marked price. The starting point for discussion is the street price and the perception of value is based on the presumed street price. So when I go to Silk Alley (which I try to avoid, but am sometimes dragged to) and see something “priced” at 1000 Yuan, my assessment of value is never based […]
Read MoreWe’ve been working with a customer, diligently talking about their problems and concerns. Educating them about our solution. Trying to move them through our sales process. They’ve been interested, somewhat. They’ve met with us, asked us the right questions, perhaps given some buying signals, but things drag, the deal becomes stuck. The customer isn’t saying no, but they aren’t moving forward. It’s just hanging there, we want to get them to buy! So we play the discount card. Too many sales people think resistance is about money, so unilaterally, they offer the discount to break the deal free. “Buy now […]
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