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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
Who’s Got Sales’ Back?
In today’s complex B2B sales environment, few sales people can afford to go it alone. Not only do sales people have to manage the customer side of the opportunity, they have to orchestrate the internal side of the opportunity. I’ve been having an interesting email conversation with Eric Koulourath of Invensys about this challenge. He’s presented very interesting discussions of the role of pre-sales as a vital part of the overall sales team. Many of the solutions we present are very complex, requiring management and coordination of a variety of internal resources–marketing, order management, perhaps implementation teams, even engineering or […]
I Won’t Use The Friggin Sales Process!
I seems every time I write a post about the sales process, I get comments that it is not reasonable to force sales people to use the sales process. They include, “forcing someone to use the sales process removes their creativity from the opportunity,” or “I’m an experienced sales person, I know how to do deals, I don’t need to follow any company process,” or “it’s wrong to force high performers to do something different from what they are already doing.” In some ways, I’m sympathetic. If a company has a bad or outdated sales process, then forcing sales people to […]
Is Your Sales Process Producing Results?
The Sales Process is the cornerstone to sales excellence-for both individuals and organizations. Recently, I reread Miller Heiman’s 2010 Best Sales Practices Study. One very interesting result shows that in 94% of World-Class Sales organizations, executive leadership is actively engaged in the sales process. For all other organizations, only 48% had active executive engagement in the sales process. Executive engagement in establishing, leading and coaching a sales process is critical in driving high sales performance. Most businesses continue to struggle to fund business, to make sure they are competing for each opportunity–maximizing their ability to win. The results of the Miller Heiman study […]
ARE YOU HARD OF HEARING? It Impacts Your Coaching
We spend lots of time and money refining our communications styles, learning how to connect with and communicate more effectively with our customers. There are powerful assessment tools that let us understand the communications styles of our people. We may even understand our own communication style, using many of the same tools. However, it’s odd, but it seems when we get into conversations with our own people, even with all this knowledge and training, our inability to hear and really listen impacts our ability to coach. As I’ve mentioned in this series, effective coaching is a conversation, it’s a dialog […]
Coaching and Training, Training And Coaching
Training is a key part of any person’s development. We need training to develop new skills, to acquire knowledge, and to build our capability. Whether it’s on new products, new sales skills, new tools, training is a vital part of everyone’s development (sales professionals and managers alike). But, training is not a substitute for coaching! often I encounter managers who “don’t have the time to coach.” Actually, I think it’s they don’t want to coach. Instead of coaching, they are glad to invest in training, thinking a few hours or days of training will correct all bad behaviors and skills […]
Effective Coaching, What Are The Coachee’s Responsibilities?
Lots of us write about coaching, I’m in the middle of a series on coaching, but I haven’t read anything about the responsibilities of the “coachee,” the person being coached, Since the coaching process is two way, a dialog, the person being coached has to hold up his or her end of the bargain, otherwise coaching is not effective. The best coaching sessions I’ve been a part of, is where there has been a strong give and take on the part of both the coach and the coachee. Many of us have been part of bad coaching sessions. Perhaps it’s […]