Partners in EXCELLENCE - Making a Difference
Blog
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
Sour Cream Rises To The Top
Hold this date: Wednesday November 18, 2009 at 11:00AM EST. I will be participating in a Top Sales Experts Roundtable. Details Below. Wednesday November 18th 2009 11:00AM EASTERN Your Invitation To Attend A Significant Sales Event In challenging times average sales managers tend to be exposed, they cannot hide. So why is the average tenure of a sales leader less than 18 months? The reasons for failure is simply many sales leaders do not fully understand what the real job is or have never been trained effectively to lead, manage and motivate their organizations. This Top Sales Experts Roundtable will […]
Recognize Your Sales Superstars!
Sales superstars close more deals and ramp up business for their companies. Do you know one? AllBusiness and Top Sales Experts want to honor the top-performing salespeople who deliver results in today’s competitive market. You can help make that happen. We need your nomination. The panel of top sales coaches and experts will select one salesperson each month from among the nominees. Monthly winners will: Be recognized by their peers for their outstanding contributions Be profiled in a feature article for AllBusiness and its sister site, Hoover’s Receive free twelve month VIP membership at Top Sales Experts Receive a signed […]
Why Every Marketer/Sales Person Should Read Richard Feynman’s Lectures On Physics
I spend most of my time working with high technology companies. I’ve been involved in technology most of my career and if pressed, have to admit I’m a bit of a geek. Part of my interest in technology may stem from the fact that by education I’m a physicist and engineer. One of the challenging things in working with technology companies is that we seem to revel in our complexity. The more syllables our words have the better. New acropnyms and buzzwords are things of beauty. Every presentation has to have dozens of slides that present every feature, function and […]
“I Can’t Get Customers To See Me!”
When I speak to sales people, this is the second biggest complaint I hear. Sales people have trouble getting meetings. This isn’t just with prospects, but also with customers we know well. Let’s face it, everyone is time-poor. Everyone has more on their plates than they can possibly deal with, and the pile just gets bigger. In the face of customers being time-poor, in order to get a meeting, we have to have a compelling reason for them to invest their precious time in us. This probably bears repeating with emphasis: In order to get a meeting, we have to […]
Should We Expect Ethical Conduct In Social Media?
Twitter is an important element of our social media and overall marketing strategy. I try to find outstanding content to point my followers to and am proud of the reputation I’ve established as a person that provides “tweets” of value. Recently, I’ve noticed people copying my tweets and sending them out as their own. At first, I thought they had eliminated the RT @davidabrock because then they would be over 140 characters. When I am RT’ing, I sometimes find that a challenge and have to eliminate some people–but never the original provider. I always feel bad about it, but I […]
Sales Management—Managing The Contradictions
A little over a week ago, I wrote Sales Management, It’s About Inspecting The Process, Not Transactions. In talking to many people who contacted me about the article, we ended up talking about the confict sales managers face in doing their jobs. Yes, we are supposed to inspect the process, but at the same time, we need to focus on deals and specifics. Well, that’s life, sales management is about managing the contradictions. The only way we will be successful in managing the organization is to focus on inspecting the process, coaching and developing your people, and managing the overall […]