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.
A few years ago, a client called me very frustrated. He was the CEO of a large company, he’d been traveling in the field, visiting customers and sales people. He told me of a ride-along with a sales person in Boston. Proudly, the sales person was talking about a large system he had just sold. When my client asked him, “What did you sell if for?” The quick response was, “For $7.5 million!” Some of you may be scratching your heads wondering, “Why is the CEO upset, sounds like a great deal?” What upset the CEO was, he wanted to […]
Read MoreI hear it all the time, “I need an excuse to get back into the customer. Let me get them that case study, that reference, that white paper, anything that allows me to meet with them one more time.” Creating excuses to get back into the customer is nothing but old sales mythology. It does nothing to serve us or the customer. We’re all desperate to find customers willing to talk to us, willing to consider buying. Once we find them, once we have a meeting, we won’t let go. We want any excuse we can to get back into the […]
Read MoreI do deal reviews with sales people every week. Too often, I hear the same thing, “The customer is busy right now, they’ve asked me to call back in 30 days.” 30 days becomes 60, 60 becomes 90…… We keep those deals in our funnels. We won’t let go of them. We diligently follow-up at the appointed time, then reschedule for the next time, and time goes on. We’re afraid to let them go, it took so many prospecting calls to find a customer willing to talk and consider us. So we’ll be polite and wait and wait and wait. […]
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