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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
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 just 60 globally recognised […]
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 […]
Social Networking—Lot’s of Friends, No One Wants To Know Me
I’m ashamed to admit it, but I am a relative newbie in Social Networking. I’ve belonged to LinkedIn for years, but really haven’t paid attention to it until the past 6 months. About 18 months ago, at Jeff Pulver’s suggestion, I joined Facebook, I’m still trying to figure out how to use it, though it has enriched my relationships with my nieces and nephews—somehow they think I am marginally cooler. I know what a wall, is, I’m still struggling with pokes. Someone poked me for the first time the other day, I didn’t know whether to say “Ouch,” jump, poke […]
Top Sales Experts Launches New Resource For Sales Professionals!!
I’ve mentioned my affiliation withTop Sales Experts (TSE). It’s a fantastic group of people, whose opinions I value. It’s been an honor to be associated with them as a “Top Sales Expert.” I am delighted to report that Tuesday, February 10 is the Launch date for TSE 2.0. Mark it on your calendar! What is the TSE 2.0 Launch all about? Well, I am not at liberty to reveal details just yet. The final pieces are clicking into place – literally—as I write this post. However, I can tell you it will be a valuable resource for sales professionals and […]
Focus On Your Customer’s Need To Buy, Not Your Need To Sell!
All sales people, today, sell solutions. At least that’s what most sales people say they are doing. If sales people are really acting consultatively, selling solutions, why are so many customers sick of sales pitches? We hear customers saying: “They (the sales people) always come in here pitching their latest products andtechnologies without telling me how it solves our problems.” “They say they have solutions before they even know my problems.” “The sales person doesn’t understand my business.” “They tell me about the products, I have to figure out whether it will solve my problems!” “They just want to push […]