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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

“Why I’m So Interested In Selling,” Charles Green

By David Brock | March 8, 2024

Preface: Trust me, Charles Green is the master in all things Trust related. He’s written an number of books trust in selling, the most famous is The Trusted Advisor. Charlie has been a friend and mentor of years. He is probably one of the deepest thinkers on connecting in meaningful ways about trust. But I also know something about Charlie that very few people know. He loves responding to the worst possible prospecting emails possible. He responds to Nigerian princes with great questions about their offers, and suggestions about how they might find more money to send without the things […]

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“Why I’m So Interested In Selling,” Carlos Hidalgo

By David Brock | March 7, 2024

Preface: Surprise!! Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Carlos is one of those. Carlos nets it out, “Selling is helping.” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. Enjoy Carlos’ story. My friend David Brock sent me an email that started with “Carlos, yeah, yeah, I know you […]

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“Why I’m So Interested In Selling,” Keith Bossey

By David Brock | March 7, 2024

Preface: I first met Keith Bossey about 15 years ago. We’d been following each other in social media. He read that I was planning to be in Manhattan for meetings and suggested dinner at one of our favorite Steakhouses. We’ve continued our dialogs around the state of selling. In some of his past jobs, Keith has worked for some of the largest research firms, sharing shocking data around engagement, attrition, etc. Today he has his own consulting practice, helping orgs drive higher levels of performance. One of his statements particularly strikes me: “Lots of folks have a negative view of […]

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“Why I’m Interested In Selling,” Anthony Iannarino

By David Brock | March 6, 2024

Preface: Who doesn’t know Anthony Iannarino? Anthony has been a friend/colleague for years. One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. Thanks for your contribution Anthony! When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money. I asked every person that answered the door. My Sunday delivery was 300 papers, making it impossible to deliver them early enough, […]

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“Why I’m So Interested In Selling,” John Tan

By David Brock | March 6, 2024

Preface: John Tan is CRO of Data#3 in Australia. He’s a great friend and client, leading one of the highest performing sales organizations I’ve encountered. John’s thoughts resonate with me because they span several perspectives. First, a personal perspective as a seller. Second, a leadership perspective as a CRO who cares deeply about the people on the team. Third, a vision of what we and our customers achieve through working together–and isn’t that our ultimate goal as sellers? The sales journey is such a personal thing and everyone’s story is so different. I think thats what makes the sales game […]

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What Buyers Need From Sellers

By David Brock | March 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers. I’ll stop here, there’s probably a lot more, but this is sufficient. What’s interesting, as we look at many sales engagement strategies, and most of our training, […]

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