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.
Forensic Prospecting—I wish I could claim inventing this term, but the words popped out of the mouth of a client as we were discussing prospecting approaches. There’s an untapped gold mine of prospects that sales people overlook or take for granted. These are customers that have done business with us in the past—as far back as we can possibly imagine. We lose contact with too many customers–organizations and individuals, yet they represent a tremendous source of business to us. Many years ago, we undertook a series of surveys with about 10 clients–across a spectrum of industries. We looked at all the customers […]
Read MoreLinkedIn has become a powerful tool for all sales and business professionals. Yet many sales people and organizations are still confused about how to best leverage LinkedIn to product results — or even if it does drive results. My friend, Jill Konrath, has put together a survey on this issue. Jill intends to identify how top sales professionals are using LinkedIn, best practices that produce sales, and a number of other areas. She wants your input on this survey. Please take the time to take her survey, provide your experience and view, then look for the results! Just click on the […]
Read MoreThe sales organization is responsible for executing the company strategy with customers! No if, or’s, or but’s! But too often, I see sales people and managers failing to do this. They focus on the same old things—the same customers, the same segments, the same products. It’s natural human behavior, we sell what we are comfortable with to those customers we are comfortable with selling to. But company strategies are evolving. If companies want to grow, the strategy is simple. Develop and introduce new products to sell to our existing customers Sell our current products to new customers in new segments.—-“You […]
Read MoreI have to admit, up front, generally I don’t find books about sales presentations very useful. Maybe, more accurately, I probably found the very first book I’ve read interesting, then subsequent books virtually copies of the original book. Somehow, books about sales presentations seem to focus either on, “Building The Killer Deck.” There’s the famous 10-20-30 rule. Or a lot of them focus on “Presentation Style,” how you actually speak and present offering great insights like, “Generally, it’s not a good practice to pick your nose in front of your audience.” (OK, I made that up, but it’s still fantastic […]
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