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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
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 […]
Twitterers, Please Help: Why Does Guy Kawasaki Think It’s Important For Me To Know About A Slideshow For Bacon Lovers?
First an apology to Guy, I’m a great fan of yours. I’ve read many of your books, follow your blog(s), read and read your articles. I do this because, more often than not, you have interesting insights and something meaningful to say. Please excuse me for using you as an example about my struggle and confusion with Twitter (also, while we haven’t met, I sense you have a sense of humor). I’m a newbie to Twitter, and a relative newbie to Social Networking. I believe these tools can have a tremendous impact, so I am trying to understand them. I […]