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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
Now What Do You Want Me To Sell This Year???
This post originally appeared on January 15 in the Sales Bloggers Union, my colleagues and I were writing about quotas and commission plans. For other posts on this topic, go to Sales Bloggers Union. ____________________________________________________ My colleagues have been quite articulate in talking about a lot of the fundamentals in developing commission and compensation plans. The plan needs to reinforce your strategies and priorities, the behaviors you expect from sales people, and other things. I have been the beneficiary and victim of bad incentive plans, and I have victimized sales people with bad incentive plans. I thought I would tell a […]
I Don’t Mean To Interrupt You…..
Just opened an email. It started with, “I don’t mean to interrupt you…….” I hope he did mean to interrupt me, isn’t that the point? Don’t we want to capture the customer’s or prospect’s attention? Aren’t we trying to get them interested in us–maybe even wanting to meet with us? Why do we do this to ourselves? What is it that causes sales and marketing professionals to hide our true intentions behind polite words? Customers and prospects know what we want to do, so let’s not dance around the issue. We do email marketing to catch attention, hopefully to get […]
Innovation In Sales, An Oxymoron?
Innovation is a hot topic these days. I’ve been thinking about it a lot, particularly in selling. There’s a lot going on in selling. Sales 2.0 generates a lot of discussion. There are interesting tools in the Sales 2.0 category that help improve effectiveness and efficiency in selling. In the past year, there has been hype around Provocative Selling. I’ve taken the view that this is just another approach to consultative, customer focused, or solutions oriented selling. Social media is changing the way we engage with customers, raising the bar on their expectations of us. However, with all the talk […]
Sometimes I’m Ashamed To Be A Sales Person
If you follow this blog, you know I like talking to sales people trying to sell me something. It’s always interesting to be on the customer side and to be able to look at how I am being sold to. Often, I talk to really great sales people. They are professional, they listen well, they execute their sales process well. Even though I may not buy, I’ll find a way to point those people to an opportunity, or at least thank them for their professionalism. Then I get the calls like I got today. The call actually started well, it […]
Are You Selling Within Your Own Company?
Anthony Iannarino’s post on Selling Inside reminded me of some great advice a mentor gave early in my sales career at IBM. He said, “Sometimes you have to sell stronger within your own company than you do with the customer.” It took me a while to understand that, but it’s been important throughout my career. As sales people, we are driven to connect with our customers and to get them to buy our products. There are few areas that I know of where we can do this as lone gunslingers. Most every sales professional I know relies on strong support […]
Doing Your Homework!
This is one of those blogs where I get on my soap box and rant a little bit. I got off the phone with a sales person–someone who came highly recommended by a colleague. We had set the call up some time ago. He had sent me some introductory information about his company and product, and we had our call. After we went through what appeared to be the obligatory two questions (How are you? Did you get a chance to review the materials I sent you?), he went into heavy duty product selling mode. I suppose I was a […]