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.
Sales management is one of the toughest jobs around—particularly that of the first line sales manager. Fundamentally, our job is to maximize the performance of our sales teams–both tactically and strategically. I read a post, How the VP of Sales can Inspire their Sales Team with 4 Simple Habits. It got me reflecting on how managers maximize their impact, and where managers should spend their time, not just the Vice President of Sales, but all levels of sales management. The post offers some interesting suggestions, frankly a number of them I disagree with very strongly. Let’s start with the areas […]
Read MoreI’ve written quite a bit about Challenger Selling and it’s many related concepts–it is after all a different articulation of the solution, customer focused, consultative, value based, provocative selling approaches we all know. Every once in a while, I think–wouldn’t it be novel to look at things from the customer’s perspective? What might Challenger Buying look like? There are a couple of perspectives we might think about. One is Challenger Buying has existed for a very long time–we, as sales professionals are waking up to the fact and addressing it. The other is how difficult it is to do Challenger Buying–from […]
Read MoreOne of the things I love the most about sales people is the eternal optimism. It really takes a tremendously positive outlook to be a great sales person. After all, we face rejection every day. We face challenges and obstacles in every situation. Some are challenges come from changing customer expectations. We always face market and competitive challenges. Sometimes we face challenges from within our own companies. It requires tremendous resilience and optimism to succeed in selling. But sometimes that optimism hurts us. Sometimes it prevents us from looking at reality, from seeing things the way they really are, not […]
Read MoreI’ve got a terrible confession to make. I cheat. I don’t want to play fair and square. I don’t like to play on a level playing field. I do everything I can to tilt deals to my favor. I do everything I can to stack the deck. I don’t think I’m alone in this. Our inclination as sales people is to do this. We want our customers to prioritize the things that we do well and that our competitors do poorly. Likewise, we want our customer to de-prioritize the things our competitors do well and we do poorly. We do everything we […]
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