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.
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 […]
Read MoreSellers know that value creation and realization are critical in engaging our customers. We create value in many different ways—insight we might bring our customers, inciting them to think differently and change, helping them make sense of all the information they try to sort through, helping them navigate their buying journey, helping them make a decision with high confidence, and helping them realize the value they expected as they implement the change. Value creation is a fundamental in our work with our customers. But what about the value we create within our own organizations? What value are we creating with […]
Read MoreThere’s an interesting conversation on LinkedIn, Would You Work For Elon? The conversation is interesting, some folks commenting on the “rightness,” or “wrongness” of what Elon Musk is doing at Twitter or whether they could work at Twitter. There’s no “right” answer to this, it’s interesting to look at the different points of view. He has been very transparent, both in his statements about working at Twitter and what we know of Tesla and SpaceX. Working in any of his organizations is demanding, characterized by very hard work, vicious focus, long hours, high expectations of performance. He is very clear […]
Read MoreWe have suspected, for years, that B2B buyers make purchase decisions based on how they feel, rationalizing the decision with data supporting those decisions. Scott Gillum, has just published a fascinating piece of research that goes deeper, asking, “What creates these feelings/emotions, how do we address that?” It’s an important read, ‘Emotions’ don’t drive B2B purchase decisions, this does. But there is a different way to think about this article. It’s about human behavior, what drives engagement and what drives performance. Buyers don’t adapt certain behaviors just for B2B purchase decisions, this is the way they make decisions and what […]
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