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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
“Take Part” In Your Own Personal And Career Development
Year end and the New Year are always times to catch up with friends and colleagues. I had the opportunity to talk to a lot of people–some I haven’t spoken to for too long a time. I also got a number of emails from followers and other colleagues. There were a couple of interrelated themes that came up over and over. The first is general optimism–not only about the economy, but their companies prospects and their own personal growth. For the first time in several years, I am seeing people optimistic about their own futures. It’s a dramatic shift from […]
Why Do We Reserve Moments Of Reflection And Renewal To The New Year?
The New Year is an interesting time. It’s time when everything seems to be re-set. We have new goals and objectives. We resolve to change things, to do things differently. Somehow, we all start the New Year with a clean slate, whatever happened last year is in the past, things are new and fresh. Things start out great, we’re focused, energized, excited. We do seem to change things, we get some great new initiatives going, we get some great traction. Too soon, life happens again, we get caught up in the momentum of every day events. Over time, our best […]
A Good Salesperson Can Sell Anything
I was having coffee with the COO of a large organization a few weeks ago. We were talking about selling and the characteristics of great sales people. He made the statement, “A great salesperson can sell anything.” I reflected on his statement, replying “I’m a pretty good salesperson—I’m really great at very large complex deals, but I’m not sure I could sell anything.” He replied, “You’re far too modest, I know you can be great selling anything—selling is in your blood.” Since our conversation, I’ve thought about the topic a lot, can a great sales person sell anything? I suppose […]
The Future Of Selling, It’s Social—Or Is It?
I’ve written about this in the past, I’m a strong advocate of social networking and the tools. But declaring the future of selling to be social can be likened to declaring decades ago, “The Future Of Selling—It’s Automotive,” or “The Future Of Selling – It’s The Telephone,” or “The Future Of Selling – It’s Email.” And in 5-10 years, we’ll be declaring a new future of selling. We confuse the tools with the process of selling, our strategies, our goals for creating a great customer experience. The tools help us improve our efficiency—they enable us to do things we used […]
Time To Reflect
There are far better things to do than to read blog posts over the next several days. Consider: Thank your family for their patience and support of you for the past year. Without that, achievement is impossible. Thank your colleagues for their hard work and support. Let them know you genuinely appreciate them. Thank your customers–send them a note, not pitching something new, but thank them for doing business with you. Thank the prospects who have given you the opportunity to compete, but may have chosen to do nothing or selected a competitor. With every experience we grow and improve. […]
Your Sales Process Is Not A Route To Market
I had an interesting email exchange the other day. Someone had read many of my post on the Selling Process. He posed a question about the sales process for a couple of industry segments he was assessing. The more we exchanged emails, the more I realized he was really asking another question, he was not asking about the Selling Process but he was asking about the most effective Routes To Market–how to effectively reach customers in some specific industry segments. It’s easy to understand the confusion, we have lots of processes and strategies in selling. We tend to use the […]