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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
What’s A Killer Question To Ask A Customer….
Visit enough social networking sites, LinkedIn questions, and sales forums, and you will see questions like this: “What’s a killer question to ask a customer?” or “What’s a killer value proposition that will win?” or “What’s a killer close?” Someone is always looking for the “killer” approach, as if you can answer that independent of the customer, the situation and the solutions you represent. Is the killer question I ask a consumer looking to buy a new car the same killer question I ask a CEO investing millions of dollars restructucturing his organization and strategy, or the same question I ask […]
Sales Leaders Organizational Checkup and Self-Assessment
I was talking about one of my favorite topics, sales leadership, with my close friend and client, Jeff Stanley, Director Of Sales Excellence, AT&T Mobility. Jeff is one of those great pracitioners and coaches in Sales Onboarding and Sales Management. He is always very pragmatic–with suggestions that have been operationally tested. In our conversation, Jeff was coming up with so many ideas, I asked him to write a guest post for this blog. It’s below (I did have to embellish it some–you’ll recognize some of my additions.). Sales Leaders Organizational Checkup and Self-Assessment By Jeffrey Stanley, Director of Sales […]
Creating “Thick” Value
One of my constant themes is on creating real value for your customers. I just ran across this presentation from Umair Hague at the Brite Conference in March. He approaches value creation from a very broad perspective. It’s a fascinating presentation and should provoke deep thinking about how organizations must create real difference or authentic value in the future. The presentation is a bit long, but I encourage you to hang in and watch it. Umair Haque at BRITE ’09 conference from BRITE Conference on Vimeo.
A Rant About Sales Reporting, Bureaucracy, and Paperwork!
By now, you probably know that I have a fairly short fuse and tend to get impatient fairly quickly–and sometimes unfairly. However, I couldn’t restrain myself. I’ve been tracking some conversations about sales reporting, CRM systems, and “useless paperwork.” None of us like paperwork and bureaucracy. Yet management has a justified need to be informed about critical things that impact the business. A part of a salesperson’s job is to provide that information–on a timely basis and efficiently. Many sales people rant “Do you want me calling on a customer or doing paperwork?” Frankly, I believe that’s BS–an excuse. I’ve […]
Do We Need A Sales Process Or A Sales Methodology?
Michael Webb poses the question: Is a Sales Process the same as a Methodology? He provides a thoughtful view (though doesn’t answer the question until his additional comment—make sure you see that). I thought I’d dive in because it’s a confusing issue. A sales process, in my view, is a road map to guide the sales professional in facilitating their customer’s buying process. A sales process focuses on deals and opportunities. It focuses on helping improve the sales professional’s effectiveness and efficiency. It is a set of steps and critical activities that has been developed based on the organization’s experience. […]
Have You Earned The Right To Engage In Consultative Selling?
Twice over the past week, I have been involved in some interesting conversations revolving on engaging customers in talking about their business problems and solutions we might provide. The first was a conversation between David Bonnette, Group VP of Oracle, Robin Carey of the Customer Collective, and Brent Leary. We were talking about some of the challenges in Oracle’s Provocative Selling initiatives. Netting it out in my words, “you have to be very careful about how you go into a customer and tell them they could be running their business much more effectively, you don’t know how they will react […]