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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
Information Asymmetry
I read a post by a respected sales expert on “Information Asymmetry.” Oversimplifying it, the premise was sellers and customers struggle with buying because we have much more knowledge about our products than the customer, as a result, we have to reduce that asymmetry in how we educate our customers about our products. This is probably correct, at least for the part of the customer change process that focuses solely on product/solution selection. Hopefully, this doesn’t mean endlessly doing feature dumps on customers, rather focusing on the product capabilities that are most relevant to what they are trying to do. […]
Games Sellers Play, Pricing/Discounting!
For those who’ve followed me for some time, you know I rarely take a hardliner perspective. When someone poses a question, “What’s the best way to prospect, How should we engage our customers more effectively, What are the critical metrics, How do we help our customers buy, ……,” my answer is always, “It depends…..” I don’t mean to be evasive, because it always does depend, every situation is different and we have to adapt to what’s best for each situation we find ourselves in. But there is one area in which I am an absolute hardliner, I refuse to compromise, […]
A Weekend Challenge: Try Something New!
Over the past week or so, I’ve been writing a lot about our commitment to the status quo. How we seem to continue to do the same things, over and over, even when they are failing. I’ve written about how we are trapped in “business as usual.” I’ve gotten some questions, “Dave, how do we change, what should we do? There are so many things we need to address, where do we start? What if we fail?” As understandable as these concerns are, they stop each of us, and we don’t change–though we know we must. I know I am […]
Trapped In Business As Usual…..
Recently, I wrote, Have We Become Complacent? But there may be a different way to look at the same issue. A number of people reached out after reading the post. Many suggested, “Dave, we have never been busier! My people are working hard–they have escalating demands for prospecting, pipelines, and quota performance. Most are working very long hours. As managers, we’ve never been so busy! Between supporting our people, helping them get deals done and responding to requests from management and other parts of the organization, it’s impossible to work only 40 hours a week. We are working 50-60 hours […]
Skipping “Foundational Knowledge”
Foundational knowledge is about developing fundamental understanding about the core concepts and principles of a certain area. It’s the basis for continued learning and development in any subject area, domain, or profession. Foundational knowledge is the set of basic building blocks upon which we build our skills and abilities to perform. We know certain things are foundational. The ability to read, write, do basic mathematics, reason are critical to our ability to participate in society. If we are engineers or scientists, there are fundamental foundations in math, science, and analysis that enable us to build our skills to perform well. […]
What Does Your Customer Care About?
Pop Quiz time…… Put everything away, pull out a pen/sheet of paper, open a blank document on your computer, or open the notes app on your phone. Answer this question, you have 90 seconds: What does your customer care about? What are the top 3 things that matter to them? (For extra credit points, write down why) Tick…….Tick…..Tick….. Time’s up, put down your pens, fingers off the keyboard. Look at what you’ve written down. If you have been honest, you will probably observe that none of the things they care about includes you, what you sell, or your company. Even […]