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.
I had this brilliant idea for a post on sales leadership and organizational transformation. When we sell to our customers, we give them insight about how to improve there businesses, we help them identify new opportunities to grow, to improve the efficiency and effectiveness of their operations. We have powerful methodologies or approaches like Consultative, Solutions, Customer-Focused, Challenger, Provocative Selling to help us do this. I thought it would be brilliant to write a post applying much of what we do in selling to leading and developing our people. I sat down at the computer, wrote the title and it struck me […]
Read MoreThere were a number of questions arising from my, A Virtual Sales MBA Post. Rather than answer individually, I thought I’d provide a brief post consolidating responses. Books: I was asked by a number of people for recommendations on books. It’s kind of tough, I read a lot. In virtually every book, I find something worthwhile. I thought I’d tell you what’s on my iPad and Desk right now. A few I’ve just completed. A few, I am re-reading, so I’ll jump around in them, the others, I’ll complete these in the next 4-6 weeks: My Life and Work, Henry Ford: This is […]
Read MoreOften, I get pushback from folks when I talk about leveraging a sales process, developing and documenting a deal strategy, or researching and preparing for sales calls in advance. The arguments usually focus in a few areas, “It restrains my creativity,” “It cramps my style,” “Every situation is different.” The list can go on, but to my mind they are just excuses. In reality, research, preparation or leveraging a process enables you to get out of your own way. Preparation enables you to be truly present and participate in the meeting or call, or to be responsive to twists and […]
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