Innovation
“Creativity is thinking up new things. Innovation is doing new things. “ Theodore Levitt (1925 – 2006), Renown economist
Innovating, continuously, is critical to sustained growth and success. But too often, we misunderstand and underexploit innovation. We tend to think of innovation as groundbreaking inventions, technologies, and business models.
But innovation represents so much more. Incremental innovation helps us continuously improve that which we already do. Improving our effectiveness, efficiency, productivity, and performance is critical for each of us, every day. Leaders must continuously drive performance improvement with everyone in the organization.
Innovation is not just about creating new things, it is about thinking and doing things differently. It is recognizing that what got us to where we are is probably insufficient to getting us where we want to be, we have do change.
We provide a rich set of workshops, tools, methods, and processes to support constant innovation—both within our own organizations and helping our customers innovate.
Innovation Posts
Are You Solving The Wrong Problem?
We need more leads! We need more activity! We need more demos/meetings! We need more pipeline! We need more tools! We need more people! We need better products! We need better pricing! We need more funding! We need………. Too often, we focus on the symptoms of problems and not the problems themselves. And when we […]
Judgment…..
I haven’t written much about Judgment, nor do I see many others writing about it. Ironically, Judgment is probably one of the most important capabilities for leaders and business professionals. It’s importance is magnified as we look at the escalating disruption, change, and complexity each of us, our teams, our organizations, our customers, and our […]
AI Can Do A Lot, But Do We Want It To Do All It Can Do?
My friend, Charlie Green, and I exchange ideas on new AI tools. This weekend, he shared a tool that summarizes all the newsletters he subscribes to. Both he and I tend to subscribe to a lot of things. Inevitably, it gets overwhelming. I can’t read everything I subscribe to. Tools like the one Charlie referenced […]
I Made A Mistake…
Four of the most powerful but least used words in business or human relationships are, “I made a mistake.” There are another three powerful words, “I was wrong.” They are tough words to say, but think of the impact they have in moving things forward, in building relationships/trust. In everything we do in selling (and […]
What About The Questions?
As I participate or observe conversations, I count questions. If it’s between a buyer/seller, I count the number of open ended questions each person asks. It’s a quick checkpoint for the quality of conversation and engagement of each person in the conversation. I “disqualify” a lot of questions. Closed ended questions have limited utility in […]
Is AI That Good, Or Are We That Bad?
The answer to the question, “Is AI that good, or are we that bad,” is resounding YES! To both. Everyday, we see great applications of AI, particularly when coupled with outstanding human based thinking. At the same time, I see endless examples where AI isn’t doing anything better, it isn’t outthinking sellers, it’s simply outperforming […]
Shit We Have To Stop!
This week, two separate conversations with CROs. Completely different markets/industries, both high performing in their segments. But they were deeply frustrated. “We’re struggling to make our numbers!” As we dove into it, their markets were OK, customers were still growing and investing. Then we dove into the data, pipelines very anemic, but win rates, average […]
Hunting? Farming? Funting?
Just as a humorous preface, I wanted to write about our mistaken impressions of Hunting and Farming. I wanted to suggest both co-exist, both in new and current accounts. So I was looking at how I might combine the concepts into one word. At first I came up with Harming—which I discarded for very obvious […]
What’s Easy Isn’t Always Good For Us!
The human brain is wired for convenience, speed, efficiency and how to get the most done for the least effort. Individually and organizationally we are drawn to short cuts, hacks. We leverage technologies, including AI/LLMs to offload the mundane and make us more efficient. We discount/cutting our prices, because it’s easier than helping customer understand […]
Are LLMs “Dumbing Us Down?”
I leverage a variety of AI tools, predominantly LLMs, constantly throughout the day. As I look at how I use the tools and how many in selling and business leadership use these same tools, I’m starting to see sharp contrasts with the way too many others are using them. There are many using these tools […]
Testimonials
“In a world populated by many, many self-proclaimed "thought leaders," Dave is the real deal--perhaps more than anybody I've met since I've been studying the sales, service and customer experience space. His perspective is informed by deep experience as an executive and business leader himself and by an insatiable curiosity about what's next in the field. I ALWAYS read what Dave posts and make it a regular habit to read anything he writes. We've spent hours together talking about business, new emerging technologies, the latest human psychology and behavioral economics work, you name it. Whenever I have a new idea for a book or article or blog post, he's one of the few people I tend to run the idea by...because he always makes it sharper and generally (though not always successfully) keeps me from sticking my foot in my mouth 🙂 If you have an opportunity to work with him, you should jump at the opportunity. You'll be very glad you did.” Matt Dixon, Co-Author, Challenger Sales, The Challenger Customer, The Jolt Effect, Co-founder DCM Consulting.
“It is DecisionLink's, and my, very good fortune to engage and collaborate with Dave. His brings vast knowledge, extensive skills and laser sharp insight to the sales and marketing domain...and much more. In a world overwhelmed with complexity and rife with buzz-words, fads and cookie-cutter approaches, Dave cuts through the chatter to hone in on the things that matter, that make an impact, that "advance the ball".
Perhaps more important, he is a wise steward of his talents. He gives unselfishly and takes an approach that "my best interest will be found in the best interests of my customers, partners and colleagues". Admirable...and smart.
A word of warning. If you work with Dave, lace 'em up and bring your best effort. It will be a challenge to keep up. It will be rewarding if you do.
Finally, Dave is a pleasure to be around. His reputation, character and integrity are evidenced in his many (and glowing) testimonials. He's a nice guy. He cares about others. He's fun to be around.
I look forward to our professional and personal relationship with Dave, and wholeheartedly recommend him in all regards.” Jim Berryhill, Chairman and Co-Founder
“Dave is that rare voice of reason in a cacophony of sales "leadership" noise. Dave has become my go-to resource for advice on business strategy, anything sales, and as a sounding board for all ideas. Never shy with brutal honesty he has proven invaluable to my success in a short amount of time.” Severan Johnson, Director of Business Operations
“Strategic Partnering is a key strategy in driving Novozymes innovation and growth in the coming years. The partnering programs and processes you have identified and helped us implement will enable us to become ‘Best In Class’ in collaborating and innovating in the future. We are already seeing improved results with our current partnerships.” Director of Partnering Programs
"Dave Brock is an innovator as he thinks different in his approach to the life/work challenges. His solutions approach is a truly unique as is it based in decades of front line application that makes it REAL and highly valuable. There is no one in this industry that matches his demonstrated capability to help, this coming from my own 52 year history in this industry." Mitch Little, Senior Vice President, WW Client Engagement