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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
How Important Are Partnerships To Your Sales Strategies?
I have written a lot about Strategic Partnerships and Alliances as part of your sales strategies. Over the past tow weeks we have been conducting a survey on the importance of partnering to sales strategies. We gotten good participation and, on a preliminary basis, some very intriguing results. Some of the results are actually a bit of a surprise to me—I think people will be quite intrigued with what the final outcome.We will be closing the survey on June 12 and publishing the results soon afterwards. We wanted to give people a final chance to participate in this important research. […]
Oh So True—An Amusing Diversion.
Many of you who follow me or know me, know that I am an avid road bicyclist. Today, I saw this from Jessica Hagy’s ThisIndexed blog and couldn’t stop laughing. It is so true—I’ve spent a lot of time picking bugs from my teeth, learning when you do a fast down and are surrounded by fields, keep your mouth closed. Her title was so appropriate: Mmmmmm—Protein!
Top Sales Expert Sales Community
Top Sales Experts Is Building THE Most Significant WorldwideSales Community on the Internet. I’ve been one of the “experts” in this group and gotten great value out of the associations I have developed in the organization. I’d like to invite you to join. Here is some interesting data about TSE: 64: the number of experts committed to your success — well 63 experts and me. 1500: the number of years of experience our experts bring you. 2200: the number of articles you’ll find in our Article Vault–including many from our website and a few that we have not published at […]
Features, Advantages, Benefits—-Change Your Point Of View To Succeed!
The other day, Niall Devitt and I were having a conversation about the challenges of selling in the present economy. Ultimately, we determined that sales people need to change their perspectives–perhaps dramatically to be successful. Customers’ problems have changed, decisionmaking has changed. Sales people must change their point of view to successfully meet these changes. When I first was trained in selling, I learned an early form of solutions sell ling. I was taught to present FAB’s–Features, Advantages, Benefits. It’s still an approach sales people take today. We have our products, we present the FAB’s in terms of addressing the […]
I Want To Buy, I Just Don’t Want To Pay
This is a funny, but sometimes all too true video. Next Tuesday, June 2, at 1:00 PM EDT, Niall Devitt and I are presenting a webinar sponsored by Top Sales Experts: The Good News, Customers Want To Buy; The Bad News, They Can’t Find The Funding. We address the very issue raised in this video and provide a foundation to help you find solutions to this issue. Make sure you sign up and participate.
I Just Don’t Have Time To Coach! A Crisis In People Development.
It’s a familiar complaint. We’re all time poor, as a result of cutbacks, expansion in spans of control, expansion of job responsibilities, and the list never ends. Every year I talk to 100’s of sales managers and executives. They know they need to spend more time coaching and developing their people, but they just can’t find the time to do it. This problem is more serious than many might think. Two years ago, we conducted a survey of sales managers. In one question, we asked them how frequently they had coaching/mentoring meetings with their people. For companies having revenue of […]