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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
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 for managers. […]
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 […]
A Resource No Sales Professional Should Be Without!!
Welcome To Top Sales Experts 2.0 (TSE 2.0)! Today, we opened the doors on Phase Two of the Top Sales Experts project, and we added a number of new resources, which we have in fact been working on for a number of months. We very much hope that you will want to be part of this forward thinking initiative and join us as we aim to create the most significant online sales orientated location available. Please allow me to provide you with all the details: First of all, what is TSE? TSE stands for Top Sales Experts, a collective of […]
Is There Real Value In Your Value Proposition?
Everyone is talking about value propositions. Google the term and you get 11.3 millions hits. Look at the marketing materials for any company and you will see them extolling their value propositions. Read your company’s “value propositions” and those of your competition. Don’t they sound the same? Can you really differentiate between yours and those of your competitors? If you can’t articulate a meaningful and differentiated value proposition, then why should the customer choose your offering? In defining and communicating your value proposition, you must focus on several issues. First, the customer must have a real need or a business […]