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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
It’s Not Your Customer’s Responsibility To Do Your Job!
Yes, this is another post about what professional sales is all about.It seems too many of us just spend our time talking about how fantastic our products/services are; how much superior we are to the competition; how the customer cannot afford not to buy our products and services. We focus our time on presenting FAB’s: Features, Advantages, Benefits. We spend most of our time on the pitch and too little time understanding what the customer is trying to achieve.Yet later, mostly when we lose the deal, often when our customers raise objections, we can’t understand why they just don’t get […]
Dramatically Increase Sales!
Seth Godin seems to come up with the simplest and thought provoking ideas. I can’t improve on it, so I will only repeat it. But I encourage you to go to his site, and read this and the 100’s of others he has. Seth’s idea for the “Easiest Cheap Way To Dramatically Increase Sales:” Call or write your customers, saying: “I know that times might be tough for you. Is there anything I can do to pitch in and help?” Thank you, Seth!
Does Management Really Want The Truth?
I’m a great fan of Michael Wade’s column in US News and World Report. He just published a provocative article: On-Staff Whistleblowers Can Help Companies Prepare for Disaster. The article was interesting, but I found the comment from “Chris of NJ” most interesting. As many businesses see disaster striking all around, Michael suggests that large organizations charge a small number of bright “maverick’s” chartered with the task of identifying potential disasters within organizations, before they strike, bringing them forward to management so they can pre-empt them and act. Interesting idea, I’ve seen some organizations do this with internal resources, and […]
How To Handle An Established Sales Rep Who Won’t Engage In New Account Development?
Paul Castain raised this issue at LinkedIn. It’s an interesting question. Let me reposition it with a challenge I’ve seen in many organizations. You have a “top sales performer” — they make their numbers, often lead in the numbers, but don’t do a whole number of other things. As Paul raised, they might not spend time bringing in new accounts. they might refuse to do forecasts or update the CRM system, they might overspend on expenses, they might sell only a few products and refuse to sell the broad portfolio of products they are expected to sell. There can be […]
Sales Manager: Stop Wasting Your Time On Coaching Meetings!
I get complaints from both sales people and managers on the topic of coaching. Sales people don’t feel they are getting the coaching they need—their managers don’t have time. Managers, don’t feel they are providing the coaching they should—they don’t have time (and they don’t know how to–but that’s another post). Somehow, people have the notion that coaching is something that you do differently, it’s kind of like the performance review, a specific coaching session or meeting is scheduled and the manager has to devote a certain amount of time to the “coaching meeting.” The reality is the meetings are […]
As A Sales Manager, What Would Your Top 3 Activities Be?
David Batup raised an interesting question on the Sales Best Practices group in LinkedIn. He posed the question: As a sales manager, what would your top 3 activities be?” I couldn’t limit myself to 3, but my response is below: “Nice question: Strategically: 1. Make certain you have a strong sales process in place, everyone understands why it’s important, and how to use it in managing their own territories and activities. Make sure you have the right tools in place to support the effective execution of the strategies and processes. Make sure your people understand how to use them.2. Clear […]