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.
Often, when I get involved with a new client, I seek out their “laziest” sales people. You know the one’s I’m talking about. There’s always someone that hides away. He keeps a low profile, probably stays out of the office, never volunteers to do things, but always seems to make the number. Perhaps he’s just barely making it, but he’s making it (which is significant when data show that fewer than 50% of sales people are making the number). These people stand out in an odd way. In organizations where there is a frenzy of activity, managers asking for more […]
Read MoreClassically, as we qualified and engaged our customers in solving their problems, sales people focused on understanding our customers’ needs. Our questioning process was focused on identifying pains, needs, and problems so we could present a justified solution addressing those issues. Don’t get me wrong, these are still important parts of the selling and buying processes, but if this is where we are first engaging the customer, then we aren’t maximizing the value we can create, and we aren’t maximizing our ability to win. Intercepting our customers at this point of the buying process is too late. By this time, […]
Read MoreMid-year is approaching. I’m talking to a lot of people about where they are with quota performance. With too many, their hands start waving around, the stories start, the excuses start. “We’re still seeing the effects of the economy, customers aren’t buying….” I know their peers in the same company are making the numbers, their competitors are selling, so I wonder. “Our marketing programs and collateral are really insufficient, I don’t have the tools I need to be successful…” Again, there are a number of their peers faced with the same thing who don’t let this stop them. “”We just […]
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