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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
The Problem With Band-Aids
Each of us has had some small cut or scratch with, perhaps, a little bleeding. Band-Aids are indispensable for those. Usually, we use them less for stopping the bleeding, rather to prevent further aggravation of the cut and reduce chances for infection. But when the injury is much bigger or deeper, band-aids are insufficient. These usually require more serious wound management treatment–perhaps stitches (my med device clients are shuddering–I mean sutures), surgery, more robust wound coverings and so forth. And sometimes, there are more profound injuries, internal trauma and other things. Band-Aids are useless, even dangerous in those cases. In […]
Bits And Pieces, 23 June, 2023
I want to call your attention to some fascinating things I’ve come across in the past couple of weeks and a few announcements. Earlier this week, I watched a webcast conducted by two close friends, Jill Konrath and Tom Morris. They were discussing Tom’s book, The Everyday Patriot. Hearing Tom and Jill take lessons from the ancient (and not so ancient) philosophers, applying them to challenges we face in communicating, engaging, and learning–despite our differences, is inspiring. This YouTube video of their discussion is both fun and really important. The Everyday Patriot With Tom Morris. AI one of the hottest […]
PLG V 13.7???
Again, this is one of those posts, where I have to start with a disclaimer. The post is a little snarky. And, yes, it’s intentional, but hopefully to make a point and to help us open our eyes to explore worlds outside of where we normally exist, in this case SaaS. I’ll use the SaaS world as the victim example of my observations, but each of us suffers from tunnel vision in how we look at innovation, go to customer, and discovery in our own sectors. We could, actually, move so much faster and produce far better results if we […]
Fools With Tools
The sales and marketing automation markets are among the fastest growing software sectors. I lost count when total numbers of apps exceeded 20,000. Companies are proud of their tech stacks, often getting into “mine is bigger than yours” discussions. I see clients with tech stacks in the double digits, paying millions in fees. At the same time, when you actually talk to people, the utilization of these tools is very low. I wish it was a minority of managers, unfortunately, it’s not, but when I meet a new client, I typically ask, “Can you pull the most current pipeline report […]
Coaching Is A Language, Part 2
Not long ago, I wrote about Coaching Is A Language. Since writing it, I’ve had a lot of interesting conversations–and workshops on the language of coaching. Fortunately, it’s very different than my college language classes in conjugating verbs, learning gender categories for nouns, and endless drills repeating the same phrase over and over until I had the pronunciation correct. We’ve always treated coaching as a discreet event and not a method of communicating. Coaching is something, if we do it, that is a meeting or activity with one of our people where we “coach” them. Too often, it doesn’t happen–data […]
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. […]