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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
It’s Your Right To 100% Share Of Customer And Territory
When I first started selling, I learned a lesson that has stuck with me — and shaped everything I do since then. I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” I also learned it was my responsibility to figure out how to achieve this. Many of you may reject this as being obnoxious–representing the worst thinking of a sales person. After all, it is impossible to achieve 100% share–and if you did, it might be considered illegal. But the principle, the belief, the attitude it created within me is where the […]
Principles, Not Policies Drive Performance Effectiveness
“The beatings will continue until you get is right!” OK, so I’ve taken a bit of an extreme position, but I’m constantly amazed at how many executives believe that they can mandate their way to performance improvement. It starts out harmlessly, some policies, some rules. “Please comply with the following procedures…..” We’ve all seen them. Some of us have unwittingly put these in place. Don’t get me wrong, rules and policies have their place. But they aren’t the most impactful means of driving and sustaining performance improvement. Everything starts with basic principles—How do we hold the customer? How do we feel […]
Don’t Forget Your Sales Process
This time of year always brings a convergence of all types of activity. We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs. Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. New initiatives focusing on the fastest start possible. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one […]
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.