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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
Recruiting? Do You Know What You Are Looking For?
For those who have worked with me, you know the importance I hold Competency Models. These are critical, both for recruiting, but also onboarding and ongoing development. Without these, we don’t know whether we are recruiting and hiring the right people, or developing them to achieve their full potential. What is a Competency Model? An easy way, at least for sellers, is to think of it as your organization’s ICP–Ideal Customer Profiles. We know the importance of the ICP. The ICP represents customers who are likely to have the problems we are the best in the world at solving, and […]
Time Available For Selling
Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Time available for selling is the time sellers spend preparing for a customer interaction, the interaction itself, and the follow-up from that interaction. We want […]
Do You Really Understand Your Customers’ Problems?
We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. They might improve productivity or efficiency. They might help our customers reduce costs. They might give them capabilities they currently don’t have. But does this mean we really understand our customers’ problems? Our customers are thinking about the following……. What causes these problems to occur? What should our customers be paying attention to in order to detect they may have a problem? What are the clues or leading signals they might understand? How do we characterize or define […]
The Paradox Of Success
Sometimes success, too much success over a period of time is dangerous. We see so much of this now, with the former “darlings” of the VC/PE world. We see similar things with many of the largest, “most successful” organizations, the high performers of Wall Street, NASDAQ, and other global markets Suddenly, these “successful” organizations start to falter. It may be difficult to recognize. Many continue to be “successful,” but not as successful as in the past. They aren’t scaling or growing at the same rate. Profitability may start to decline, competitors start to catch up, even in some areas overtake […]
The Power Of A Word…..
Disclaimer: This post starts in full “snark” mode. Read at your peril. Reading my feeds this weekend, I realized how badly I have been missing things. One word, one principle recurred. The solution to everything we do. The single word that would transform organizations, enabling us to hit our numbers, perhaps even exceed them. If only we had been smart enough to recognize it years ago. And the clues have been there. It is the top line of every income statement we read….. The word……. Revenue! Apparently, at least according to these guru’s and thought leaders, organizing around Revenue is […]
Where Our Sales Process Execution Gets Derailed
It’s early September. It seems my calendar is filled with with deal and pipeline reviews. Everyone’s scrambling to finish Q3 and lining up to have a strong year end finish. It’s Thursday, 9/7, in just the last 24 hours, I’ve done reviews with teams in China, Australia, Sweden, Spain, Israel, Canada, and all over the US. I’ll be revisiting those countries and more in the coming weeks. I start seeing patterns as I walk through the reviews. Unfortunately, too many are driven by wishful thinking and random walks through the customer engagement process. Too often, “we’ve given them a proposal, […]