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.
Persuasion—it’s important to sales. It’s important to business. When we want to change something, we can’t do it without persuasion. Persuasion is a simple word, but somehow in the context of “selling” it becomes vile–it sets people off. It brings up all the worst stereotypes of peddlers and hucksters. Customers don’t want to be persuaded, “I feel like sales people are making me buy something I don’t want or don’t need.” Sales people, reacting against these stereotypes don’t want to acknowledge the “P” word. “We don’t do that, we can’t make people buy what they don’t want, we just want […]
Read MoreA few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR Chally. He wanted to talk to me about one of his passions, sales education in our colleges and universities. He gave me some interesting data. (I may have the numbers off a little–if there are errors, it’s my fault). For people graduating from college, 50% of them go into a first job as sales people. There are only a little more than 3 dozen colleges in the country (out of over 4000) that have a formal sales program in their curriculum’s. It’s important that […]
Read MoreWell, I created a lot of discussion about OgilvyOne’s contest to find the world’s greatest sales person in my post . We’ve started a great discussion about professionalism in sales. But the competitor in me has been whispering in my ear, “How would you sell a brick?” I’ve been thinking about it, using all my sales professionalism. There’s something about sales people wanting to step up to every challenge. Let’s see, I’ve got to target a certain customer set (segmentation), within that customers set I have to find a customer with a compelling need to buy (prospecting and qualifying), I’ve […]
Read MoreMy colleagues have been talking about OgilvyOne’s contest to find the world’s greatest salesperson. I was curious about it, went to the website to read the press release and to their YouTube Channel to learn more. It’s an intriguing notion. I have to bow to the wisdom of Ogilvy, after all they are a prestigious advertising firm, they must really understand sales. The Chairman of OgilvyOne, Brian Fetherstonhaugh, has said, “In marketing, the noble craft of salesmanship sometimes, gets lost in the pursuit of art or the dazzle of technology.” Cool–I can’t disagree with this. Executive Creative Directof, Mat Zucker, […]
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