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.
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 […]
Read MoreI 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 […]
Read MoreSales 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 […]
Read MoreI 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 […]
Read MoreThe 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 […]
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