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.
Quality is a word I almost never hear in a discussion about selling. Sure, sometimes we sell the quality of our products and selling, but I almost never hear the discussion of quality in selling or marketing. It’s a sharp contrast to discussions I have with manufacturing, engineering, development, and even financial executives. Quality is an ingrained part of everything they do (at least in high performing organizations). When I ask sales and marketing executives about this, usually the answer is “We’re different.” Sometimes, it’s amplified, “Our work flow and processes need to be flexible and change with the customer,” or […]
Read MoreThere’s a huge amount of “wisdom” about calling at the top. At times, I think we have to change corporate structures, naming far more C-Level executives just to accommodate the clamor of sales people needing to call at the top. Don’t get me wrong, we have to engage al levels that are appropriate for the solutions we present. But calling at the top for everything is just a foolish strategy. It wastes our time, it wastes customer time (those we really need to be working with) and it wastes executive time. It’s natural for us to inflate the importance of […]
Read MoreImagine, you are in the middle of a road, a car is hurtling at 60 miles per hour (100 kph) directly at you. It’s making no attempt to stop. The answer is pretty obvious, almost instinctual, you MOVE. You know if you don’t, you will certainly be hit and die. The action we must take is obvious, it’s instinctual, we take action instinctually. Our innate drive to survive causes us to move. Yet in business, every day we are faced with thing hurtling toward us—changing customer buying patterns, changing competition, changing business conditions. Yet we don’t move, we don’t change. […]
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