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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
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 the website.100: the […]
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 […]
How We Express Ourselves, Our Words Count!
Any of you who have followed me know that one of my soapboxes is raising the level of professionalism with sales people. Too often, it seems we take one step forward and too giant steps backwards. I hate to criticize other bloggers, but I just saw something at BNET that has caused me to comment. The title is “Five Ways To Lure Recession Battered Customers.” The article has some good concepts, but I do get concerned about some of the words used both in the title and in the article. This article is a great example of what all of […]
Leadership and Narcissism
Narcissistic Leaders, we’ve seen too many of them. In good times, their visions can be compelling. They can be charismatic, inspiring followers. Those positive characteristics are overshadowed by their terrible weaknesses—and these challenging times are likely to accentuate these weaknesses. Ben Dattner, of Dattner Consulting, has an outstanding summary of characteristics of narcissistic managers. These include: 1. Grandiose sense of self importance, tend to exaggerate achievements and talents, expect to be recognized as superior without commensurate achievements.2. Preoccupied with fantasize of unlimited success, power, brilliance.3. Believes he/she is “special” and unique and can only be understood by or associate with […]