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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
Aligning Your Sales Process With The Customer’s Buying Process
Aligning buying and selling processes is critical to connecting with customers effectively, creating value in each call. OpenView Labs asked my perspectives on how to do this most effectively. Take a look at this short video. For the full text of the interview, go to Aligning Your Sales Process With The Customer’s Buying Process.
Making A Difference In 2013: Help 1000’s Get Access To Clean Water!
The events of the past week, not just in Connecticut, but tragedies we hear about, as well as those we don’t, around the world force each of us to pause and reflect. We struggle to understand or put meaning to these tragedies. Some years ago, I started this blog, titled, Making A Difference. My goal was to have an impact on people’s lives. Their lives as business professionals and leaders. In turn I hoped they would have an impact on the lives of others, paying forward with their experience, mentoring, and teaching. As I’ve reflected on the events of the […]
3 Keys To Achieving High Performance Sales
In this video, the folks at OpenView Labs asked me “What are the keys to achieving high performance in sales?” It’s difficult to focus on just 3, but in this video, I talk about 3 areas where managers can contribute to improving the performance of their sales people: Making sure their people have a solid understanding and buy-in of their goals and metrics. Coaching Consistent process review Take a few minutes to watch the video for more details. The entire article can be found at 3 Keys To Achieving High Performance Sales.
No Decision Made!!
“No Decision Made,” is increasingly what we are hearing on deals in which we’ve invested time and effort. In extreme cases, we are seeing as much as 35% of the qualified deals people pursue ending in “no decision.” This outcome is, perhaps, more frustrating than an outright loss. We don’t know what to do–will they make a decision at some point? Should we keep selling? Is it dead or just “parked?” Sometimes, this is a result of mis- or bad qualification by the sales person. But we are seeing something very different occurring, as well. Organizations are changing how they […]
Metrics And Balanced Performance
As we plan for the new year, many managers ask themselves the question, “What should we be measuring?” or “How should we be tracking performance?” The obvious answer to this is Quota–is there anything else?!? Frankly, most of the organizations I work with have quota attainment as the singular metric that’s used to monitor and assess performance. Quota is an important output measure. It is a key metric for anyone in sales. But quota is insufficient for managing performance and insufficient to assure the sales team is executing the company strategy and priorities. Additionally, we know quota is a trailing or […]
Does Your Sales Process Achieve These 4 Outcomes?
The sales process is the cornerstone to driving the highest levels of sales performance. There’s so much data supporting this, one would think discussing sales process should be a non issue—-every organization should continually be strengthening their process, sales people should be executing them with precision. Yet, this is far from the truth. Too many don’t have or don’t use the sales process. Still others have poorly developed processes that actually hinder results. Take a look at your process. If it doesn’t achieve the following 4 outcomes, then you need to go back to the drawing board. If you don’t have a […]