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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
Who Are We Selling Against?
Who are we selling against? It’s a question I hear as I do deal reviews everyday. I see variants of this in blog posts, LinkedIn questions, and other discussions. I have a problem with that question, because I think, except in one case, it causes us to focus on the wrong things. It diverts us from performing at the highest level, or from developing compelling sales strategies. Most sales people, in answering the question, focus on the competition. It’s important for us to be aware of the alternatives our customers are considering, but the issue of “who we are selling […]
Lean-Mean Selling Machines
Over the past few weeks, I’ve been mulling over ideas on Lean Selling—-no not what you think. Every sales organization I work with is lean—cutbacks have gotten rid of any “fat.” People are busier than ever, managing larger territories, with ever growing quotas, and fewer support resources. I want to focus on lean from different point of view—Lean Selling Processes (yes, it’s tough for me to get off the sales process soapbox). Many of your customers, in fact your own company, may talk a lot about lean in manufacturing, or other functions in the organization, but I think there is […]
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 […]