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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
And The Insanity Continues……
We seem to be in a continued death spiral with our customer engagement strategies. I recently read a post, Why Buyer Engagement Is Harder Than Ever And 4 Ways To Improve It. While I’m a great fan of Gartner and the research, I had mixed feeling about this post. I guess the best ways to characterize my reactions are: Well Duuugggghhhh……..And…….. Oh Shit!!! We’ve known, for ages, that Buyers Don’t Want To Talk To Sellers! It’s now up to 72% that prefer a rep-free experience, and I anticipate this to increase in the coming year. We’ve known the number of […]
How Do Your Customers Make Money?
In the past few days, I’ve had several separate conversations with people, basically on business acumen. They were fascinating, but apalling. The lack of knowledge about things that seem so basic to engaging our customers in business relevant conversations is shocking. One very talented Regional VP shared that as he is conducting reviews with his people, he asks a couple of simple questions, “How does this customer make money? How does what you are proposing impact that?” The reactions to this question are fascinating. He’s says most of the time people look at him quizzically, seeming to be thinking, “Why […]
A Holiday Present (Mostly For Me!!)
Some of you may be seeing something VERY NEW as you are reading this post. We’ve moved the site out of the Stone Ages, into more modern times. We’ve completely redone the blog site. For many of you that struggled so patiently with the old site, thank you for your patience! Things here are actually working! You can sign up for newsletters add comments, do everything you would expect to do in a modern website! It was my lack of attention that created such an unpleasant experience. I’ve been so busy that I just wasn’t paying attention to the problems […]
Machines Writing Like Humans…..
Brent Adamson and I have been exchanging experiences we are having with ChatGPT. Brent expressed what I’ve been thinking, “I guess it takes a machine writing like a human to show that most humans write like machines.” ChatGPT’s writing style and communication is not bad. Sentences are well formed, the words make sense, but every document I read is missing something. It’s the ability to “connect.” And that’s the challenge with AI/ML, currently. It’s the inability to connect and communicate at a human level. The ability to recognize who we, each, are, and to connect in ways that create meaning […]
False Choices, A Reprise
Our social media feeds are constantly filled with false choices. Take, for example, every LinkedIn survey you see in your feed, you are asked to choose between very different alternatives, yet all of them apply and we can’t make a real choice. In many of our strategies, we create false choices and priorities. “Which one thing must we focus on, we must choose one from these 4 alternatives….” The problem is, we live in a world of increasing turbulence, disruption, rapid change, uncertainty, complexity, ambiguity. We are overwhelmed with good information and data, which too often presents contradicting conclusions. With […]
Investing In The Future Of Selling
Regular readers know that I tend to write and talk a lot about the future of selling. Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. There’s just a lot of organizations who tend to do the “safe” thing–what they’ve always done and what everyone else is doing. And, despite these approaches failing, the mantra is to do more. And then there are those, that think differently, organizations and leaders that are transforming how they engage their customers, how their […]