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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
Prospecting–Exhausting All The Alternatives
Truth be told, most sales people would prefer to have a root canal than prospect. Sales people do deals—we love the engagement with a customer that wants to buy and is willing to give us an audience. We love the adrenaline rush of competing in the final stages of the customer buying process, convincing the customer that we have the superior solution and can create the greatest value for the customer. Then, it’s capped off by the customer calling us to let us know we got the deal! In an ideal world, we would be blessed with never-ending qualified opportunities […]
Sales Process, A Special Version Of Project Management
Recently, I met with the executive team of a large consulting/systems integration company to discuss Sales Processes and why was critical for their organizations to have a sales process. Before we started to discuss the sales process, we talked for some time about their business. I asked, “What’s most critical to your success in delivering these complex IT projects to your customers?” They all quickly responded, “It’s really two things, it’s the quality and experience of our people and it’s our project management approach.” I asked them to talk about their project management approach. They started to describe it with […]
Are We Speaking The Customer’s Language?
Recently I was in China in a series of meetings with CEO’s of Chinese companies. The meetings were great, but we each struggled to maximize their impact. My Mandarin is very limited–basically to “Hello,” “Thank you,” and a couple of other words. Many of the executives spoke some English and were very polite in trying to communicate in a way that I could understand. Mostly we relied on an interpreter. The problem was, the interpreter interpreted the discussion–that is he describe things based on how he heard them, not necessarily what was intended. So we had to be very careful […]
If You Don’t Know Where You Are Going, Any Road Will Get You There
A well known saying, “If you don’t know where you are going, any road will get you there.” I’d like to add a corollary, “It helps to pay attention to the signposts.” Yes, this is a post about establishing and executing plans. Whether it’s a plan to win a deal, to make a high impact sales call, to maximize your share within the account or territory, to make your quota, to hire the right people…… For all of these, we maximize our effectiveness and the quality of the result by having well defined goals and strategies in place, and refining our […]
Customer And Market Transitions Wait For No One
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, ” We got knocked on our tail last year. Market transitions wait for no one. The ability to recognize and move on these is critical. If we don’t change, we won’t make it through these transitions and if you don’t change you won’t either. It’s happening at a faster pace in every industry.” We all talk about how our customers are changing–what they do, how they buy, their expectations of suppliers is changing. No business or individual can afford to stand still and survive. Every organization is constantly […]
What’s In It For The Person Paying The Bill?
I received a frustrated email from a colleague the other day. He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment — a business case that seems compelling on the surface. But he’s frustrated because he can’t close the deal. It’s actually a situation B2B sellers encounter quite frequently. We develop great business cases for “The Customer,” a company or an enterprise. But the reality often is, the value or the return accrues to one department or group, and all the cost and risk accrues to […]