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.
The other day, my friend Jill Konrath wrote a compelling post, Silence Is Complicity. Please make sure you read it. The post resulted in an email discussion between Jill and me on the topic of Intolerance. In the national media, we are pummeled by pundits spewing messages of intolerance. Whether they wrap themselves in their country’s flag, claiming patriotism, or in the “rightness” of their issue, or claiming a religious position, or are just plain mean; we’re surrounded by intolerance. Their messages are nothing but poison. These people refuse to recognize other points of view, other ideas, and positions. Through […]
Read MoreMany pundits, including me, believe predictive analytics and big data are becoming the “killer apps” for sales and marketing. Developing deep understanding of our customers, being able to intercept them when they have a higher propensity to buy will become a key tool for sales and marketing. Presenting value in terms of hard, compelling analysis is a critical element of most complex B2B deals. Developing sales and marketing capabilities in being data driven, both in better targeting market and customers and in helping quantify value in working with customers is a critical skill. I’ve written often abou how important this […]
Read MoreA trait I don’t hear much about, but one that I think is critical for sales people is curiosity. When you are recruiting–do you look for curiosity? Think about it. We have to be students of our customers’ businesses–their customers, their markets, their competitors. We have to understand their business strategies, dreams, and goals. We have to look at our customers’ businesses, discovering new opportunities for improvement, looking at different ways to do things. We have to be curious about our customers as individuals–what drives them, what are they interested in, what are they trying to achieve, how do they […]
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