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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
Never Ask A Question If You Don’t Know The Answer
There’s the common saying in court room proceedings that a lawyer should never ask a witness a question unless they know the answer. Sometimes, I get the feeling sales people feel the same way. Too often, it seems that sales people’s questioning strategies are not really oriented about discovering the customer’s needs, priorities, and requirements. Instead, they seem oriented to getting the customer to say a specific thing or respond in a specific manner. Once the sales person hears the desired response, they launch into “the pitch.” Or possibly in reviewing the opportunity with a manager, the sales person says, […]
Do You Trust Yourself And Your People Enough To Let Go?
I hear from sales people all over, “My manager won’t let go!” “She’s micro managing me!” As I listened to these complaints, as I started to watch and see this happening, I begin to wonder, as managers do we trust our people enough to let them be successful? Too often, I see well intended managers constantly riding their people. Checking in with them before and after each sales call, “What’s your plan?” “How did it go, what are the next steps?” Or in reviewing deals, they go on autopilot, “Here’s what you need to do next……” When I try to […]
Should Sales People Be Blogging?
I’ve been reading a lot of opinions about sales people blogging–many favoring this. Frankly, I think this is dead wrong, from a business point of view, I’m not certain that sales people blogging is an efficient or effective use of their time. Don’t get me wrong, I think all sales professionals should be actively participating and leveraging social media, but I don’t see a whole lot of value in having sales people blogging–at least regularly. What do we want sales people to blog about? Perhaps they could “pitch our products,” they could write about our products, features, functions, feeds and […]
Committing To Goal Or Engaging In Wishful Thinking?
I really don’t mean this to be a New Year’s resolution piece, though the title may sound like it. I really wanted to focus a discussion commitment—-commitment to change, commitment to achieving a goal, commitment to execution, commitment to doing something and seeing it through. Since it is the New Year, both organizationally and individually, we have new plans, strategies and goals. They may be expressed in terms of quotas, revenue, profit goals. They may be new initiatives or new programs. In some organizations, the process for establishing these actually started back in August or September. There’s something about the […]
In Solving Problems, Are You Focused On The Headpin?
Sales managers have to balance a number of, potentially contradictory, issues in leading their organizations and maximizing productivity and results. Combine that with the fact that the organization must continue to move forward producing results. In business and sales, there are no time outs. No chances to stop the world and spend time just focusing on solving problems. Someone once said that it’s like changing a tire on a car going 200 miles per hour. I get calls from great managers, all with the same questions, which problems should I focus on first, how many can I attack at one […]
Getting It Done Versus Doing It Right
I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of their performance management system in which they looked at performance across a couple of dimensions, Getting It Done and Doing It Right. I really liked his comment, but wanted to address it in a much broader sense. Getting it done is pragmatic, it has a sense of urgency to it. It keeps us moving forward and progressing. However, too often, we focus on the expedient–just get it done! Each of us is in a time pressured world. We have too much to do with […]