Partners in EXCELLENCE - Making a Difference
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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
Welcome To Our New Home!
Welcome to our new home! Starting with this post, all future posts will be here. Please update your readers, feeds, or bookmarks to keep this site in your favorites! We moved to our own platform, so that we could improve your reader experience and to expand the types of things we offer you on this blog site. (Thanks to Jill Konrath for her sage advice on moving to our own location). Let me give you a tour of our new home (This is the proverbial $0.25 tour—I’d be glad to give a PayPal link if you like). The home page […]
Let’s Celebrate: 200th Post!! Also, It’s Moving Day!
Taking a page from some of my blogging colleagues, I wanted to celebrate and thank all my readers. This is my 200th blog post. Before I go on, part of the celebration is to announce that we’re moving. The new location and link for our blog is: Making A Difference For those of you that want to see it “spelled out,” the new location is: https://partnersinexcellenceblog.com Reflections On Blogging: I started actively blogging about September of 2008 and really kicked it into a higher gear in January. At the time, I was really worried that […]
Let’s Celebrate: 200th Post!! Also, It’s Moving Day!
Taking a page from some of my blogging colleagues, I wanted to celebrate and thank all my readers. This is my 200th blog post. Before I go on, part of the celebration is to announce that we’re moving. The new location and link for our blog is: Making A Difference. For those of you that want to see it “spelled out,” the new location is: https://partnersinexcellenceblog.com Please update your feeds, readers, or links. I want to make sure you can continue to follow us. After this post, all my future updates will be at the new site. The new site, […]
Interesting Strategy: "We inspire sales people…." Didn’t Inspire Me!
Yesterday, I got an intriguing tweet. It was from an individual and simply stated, “We inspire sales people. If interested let’s connect.” I have to admit, the pitch caught my interest. I looked at his twitter profile and saw roughly 95% of his 374 updates had one of 3 variants of the same pitch. It got me to thinking, aren’t many of our initial introductions and value propositions to prospects very similar? Too often, don’t we hear: “Hi, I’m Debbie Smith from XYZ Company. We make the best widgets in the world, if you are interested let’s connect.” These introductions […]
Salespeople, Please Stop Your Pitch Long Enough For My Questions, You Might Close A Deal!
You know this story, I’m sitting at my desk, the phone rings, I answer, and an enthusiastic voice: “Good morning Dave!, I’m Roger from XXX…..” The pitch begins. This guy was selling a Sales 2.0 tool, which I actually had some interest in. I barely had the words, “tell me what you do” out of my mouth when the script started. “Excuse me, may I ask a question,” I tried to inject, but the pitch went on. “Would you please let me ask you a question,” he paused, I continue “you know if you give people a chance to ask […]
Sales — The Thinking Person’s Profession!
I love being in sales, I love talking to great sales professional. I think a large part of it is that success in sales requires you to really think. Many people make a mistake when they think about sales. Some think it is all about the product–success comes from good product knowledge and a great pitch. Good product knowledge is important, but that’s not what sales is about. And the pitch really has nothing to do with it, unless you are in the infomercial business. Many think it is about the relationship. The image of the glad handing, back slapping […]