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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
The Intrusiveness Of Prospecting
I’ve been carrying on a number of discussions in various forums on LinkedIn. It’s been with people reacting to my post, “Well It Worked, Didn’t It?” One of the key themes in these discussions is prospecting, with people taking all sorts of positions, and lot of discussion about the “C” word–yes, Cold Calling. Let’s face it, most of us don’t like prospecting. We’d rather be working a deal. Speaking to a customer who already knows us and is working with us to solve a problem. Finding new deals is a pain! We have to do a lot of work, we have […]
Reading The Buyers’ Minds
As sales people, we always are trying to get into our Buyers’ minds. We want to understand what they are thinking, what drives them, how we can position ourselves and our solutions most favorably. We constantly search for some insight about how to connect more effectively. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds. We talk to each other to try to figure out, “What do buyers think?” “How do we engage them?” We do research, we guess-based on our experience. All great things to do. We look for tricks […]
The Importance Of “Cross Training” For Sales
The next 6-8 weeks represent one of those “died and gone to heaven” periods for sports enthusiasts. The Euro 2012 Finals in Soccer, Wimbledon, the Tour de France, and the summer Olympics–just to mention a few. It’s exciting to see the competition–the very best in the world competing at the highest levels. One of the things I like the best in watching these events is the “back story,” the story of how people got to the event. Their discipline, their focus, their training and constant practice (10,000 hours to mastery is a drop in the bucket for many), the coaching–and […]
Lean Sales And Marketing — It’s How We Put It All Together
Several years ago, I was the guest speaker at the National Sales Meeting for a very large technology company. The theme they had selected for the meeting and the year was, “It’s how we put it together that sets us apart!” This is actually a core concept to Lean and very important as we think about applying these principles to Lean Sales and Marketing. It’s also an area that deserves many more posts, so this is just the starting point. Organizations that really understand and apply Lean, understand that Lean is a “systems or holistic approach.” While we may be […]
You Can’t Win The Price Objection By Talking About Price!
I was working with a sales team recently. We were talking about “THE PRICING DISCUSSION.” They were struggling with how to better handle the price objections. I hear this concern from every sales person I talk to, but why not, it makes sense. It’s the customer’s job to get the best deal they possibly can get. PRICE is always an issue. The problem is, you don’t win the PRICE discussion by talking about PRICE! There only two ways to go to in that discussion. Either you can stand firm with your PRICE, or you can DISCOUNT! It’s a simple discussion […]
A Missed Customer Service Opportunity
At this moment, I’m sitting in the United Club in Concourse C at Chicago O’Hare. I should be sitting in an airplane climbing to 35,000 feet. Instead, I feel as though I’ve spent half my life in this club—and that’s just this evening. Delays are part of any road warrior’s life. You learn not to let them get to you, you roll with the punches, look at alternatives, or camp out in the nearest club. Today’s delay is different, and a tremendous missed customer service opportunity on the part of United Airlines. See, I was originally scheduled to leave on […]