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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
“We Don’t Have The Budget”
“We don’t have the budget” strikes fear into the hearts of all sales people. Asking for budget is one of the standard BANT qualifying questions. No budget, we disqualify and move on. But in doing this, we walk away from huge opportunities. In fact, a huge number of sales result in situations where there has been no budget. If we are embracing the Insight Selling, many times we are making the customer aware of opportunities to grow, opportunities they may be missing, ways to improve their business they may have never thought of. The very issue that they have never […]
My Best Mentor
I saw a post on this topic today. It caused me to pause and reflect. I’ve been very fortunate to have had some outstanding mentors. Naturally, I thought of my Dad and Mom, they certainly are in the top 5. There have been dozens of people that I’ve considered to be mentors, they’ve been in my life for a period of time, had an important impact. Some have been very famous in the business world, I’ve actually hung around some pretty cool people who for reasons unknown to me took an interest. But most of my mentors have been colleagues, […]
Have You Earned A Response?
Hopefully, every sales person is prospecting. Whether it’s email campaigns, phone campaigns, or something else, we are constantly reaching out. We are constantly trying to find new opportunities to engage customers. We get frustrated because they don’t respond. Or we may be working with an existing prospect, they may not be getting back to us. We keep calling, emailing, we’re frustrated. Somehow, we have it in our minds that people should respond to us. After all, we’ve sent the clever email or voice mail, we’ve tried to be creative or provocative. Possibly they seemed to have been interested before., “Yeah, […]
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth
So much of the writing about lean focuses on waste reduction. That’s great stuff, we want to make sure we aren’t doing unnecessary work or producing waste. But, at least for marketing and sales professionals, that’s not the real reason to start your lean journey. (I know I have some lean professionals groaning, but hang in there). The real reason we want to focus on lean principles is they are the cornerstone to accelerating revenue growth—and isn’t that what we’re really about? Lean drives great focus and clarity on “Who is our customer,” and “What do they value?” Viciously focusing […]
Tools Don’t Change People
My friend Bob Thompson made this comment on Customerthink. It’s important, tools don’t change people, they may improve our efficiency, they may help improve our impact, they amplify our capabilities, they extend our reach, but they don’t change people. If we are doing the wrong thing, tools enable us to make mistakes at the speed of light, impacting thousands of people. Anyone who has been around IT and technology for any time knows the tried and true phrase, Garbage In, Garbage Out. But too often we get it wrong, “CRM [Substitute your favorite Sales/Marketing X.0 tool] makes us better sales […]
The Weaponization Of Social Media
I just read Chris Brogan’s piece, The Bare Truth About Social Media, a phrase leaped out at me==how we are “weaponizing” social media. It seems we are at war and social media tools are becoming weapons of mass distraction. Corporations, small businesses, individuals are in ever escalating races for share or the social media space grab. How do we accumulate followers, how do we accumulate likes, how can we “buy” Twitter followers to look more popular, how do we increase our Klout or Kred, how many eyeballs can we get? It seems that we have taken all that was bad about the […]