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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
Seven Lessons For Leading In A Crisis
Bill George wrote a great article in the Wall Street Journal a couple of days ago: Seven Lessons For Leading In A Crisis. Without going into detail (read the article), the lessons are:Lesson #1: “Leaders must face reality.” My views on this are: The key issue here is to be willing to look at and tell the whole truth, including how leaders have failed. Until you face reality, your strategies are wishful thinking based on a fictional view of the organization. You won’t solve your problems until you acknowledge what the real problems are.Lesson #2: “No matter how bad things […]
What If We Stopped Using The Economy As An Excuse?
Yesterday, I was speaking to a colleague. He had a though provoking observation. One of the companies he is working with has adopted an interesting policy. They refuse to let their sales people use the economy as an excuse—their sales are up 10%. I started thinking about other conversations and reviews I have been involved in and how so many are using the economy as an excuse for not performing. It’s true, the economy may be making things tougher—we may finally have to work for a living. However, the need for solutions to help most of our customers has never […]
Do Great Sales People Make Good Sales Managers?
There was an interesting thought posed in LinkedIn today: “Good sales people make good sales managers.” It went on to ask the characteristics of good sales managers. The question struck a chord, a dissonant one, provoking me to respond. I’m sure I have missed a lot of characteristics of great sales managers, and would ask for your addition, deletions, edits. Here’s my response and the list I started with: Great sales people are sometimes the worst sales managers. Likewise, some mediocre sales people end up being stellar sales managers. There is a long list of leadership skills/traits that are important […]
Ever Wonder About Change?
There have been a few versions of this around. I think this is one of the latest updates. Enjoy!
The Secret To Success Part 2—Make Customers Money!
A few days ago, I wrote about the secret to sales success—saving customers money. Well there’s another secret, that may be more powerful than saving money—help your customers make money! Show them how you can help them increase sales and revenue. Depending on the solutions you sell, it may require doing some real homework. So much of the time we focus on the expense side of the income statement, but we forget that our solutions can contribute to the revenue side. Consider areas we overlook. Does your solution make your customer more responsive to their customers? For example, many IT […]
The Secret To Success—Save Customers Money!
Today’s New York Times had an article: The Secret to Start-Up Success: Save Customers Money. My knee jerk reaction was D-uuuhhh. Then I paused to think, while this is so obvious, how many sales people really demonstrate how they can save their customers money? I thought I would pose a few questions, I’d love your responses: Do you, in every proposal, present a written and compelling business case about how your solution will save the customer money? Do you review this with your customers and get their buy in? Are your customers demanding this business case? Do you provide it […]