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.
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 […]
Read MoreA strong sales process is critical to our effectiveness as sales professionals. Without a strong process, it’s comparable to an aimless walk—we may reach our destination, but then again we may not. Or we may reach our destination after an overly long journey. As much as has been written about sales processes, I am constantly amazed by the number of organization that either have no process in place, their process is hopelessly outdated, or the sales people and managers don’t use the process. We can never achieve the highest levels of performance without a process. So since our goal is […]
Read MoreOne of the key roles of any leader or executive is to teach, coach, develop our people. Our people are all too eager to learn from our experience, to learn what we did to be successful, as well as to learn what mistakes we may have made, so they can avoid them. “Teaching,” whether formally or through coaching or mentoring is a privilege for any executive. It’s a powerful way, not only to work on specific skills development, but to pass along values, to build the culture, to provide our people a broader context in which to position their contributions. In […]
Read MoreI’m constantly amazed at the calls I get. People calling me, with little idea about who I am, what I do, what my company does. I see this from sophisticated people in large organizations to those people dialing for dollars. Don’t misunderstand me, it’s not my ego speaking, but I’m a really easy person to research. Do a Google query, a lot of stuff about me pops up to the top or near the top. In LinkedIn, there’s a complete profile with links to my blog, my company’s web site, and twitter. So it’s really easy to find out about […]
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