Partners in EXCELLENCE - Making a Difference
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.
I know at least 80% of the people seeing this title are probably rolling their eyes thinking, “Why are we talking about this?” Some will be thinking, “I have my scripts, all I have to do is stick to the script…..” Others will think, “I’m experienced, I’ve made 1000s of calls, I know what to do……” But customers, at least 72% would prefer not talking to a sales person—ever! Others complain, “All they talk about is their products, they don’t talk about what I want to talk about…..” “They don’t understand my business….. They don’t understand their products……” For those […]
Read MoreThe sales pipeline is, perhaps, one of the most misunderstood things in selling. We know the pipeline is critical to helping us answer the question, “Are we pursuing enough opportunities to achieve our goals?” We harass sellers to use CRM, keeping their opportunities updated so we can track our pipelines. Yet, too often, they are very inaccurate, gamed, or we don’t understand what the pipeline is telling us. As a result, one of the most useful tools for understanding and managing performance, is not used to it’s full power. Over the past few weeks, I’ve written a number of articles […]
Read MoreThe concepts of scarcity and abundance touch all aspects of our lives. The more scarce something is, the more we tend to value and want it. The more abundant something is, the more we take it for granted of fail to pay attention to it. We see it in virtually every aspect of our lives. A common example in these discussions is food. When food is scarce, we tend to be very careful with what food we acquire and consume. When food is plentiful, we are prone to huge waste and bad diets. As we look at scarcity and abundance […]
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