“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.
Over the past few years, I’ve noticed a trend among sellers. There seems to be no passion for what sellers do. To many, it’s a job, a way to make a living. Many, after reading posts from “experts” are solely focused on the “big bucks,” and the majority of them fail. Selling is one of […]Read More
We tend to spend the bulk of our time responding to people who are looking to buy. They’ve gone through all the tough work of identifying they need to change. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions…. And […]Read More
I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. Like all of us, he was struggling to get the engagement he wanted. Let’s call him “Stephen.” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. He […]Read More
AI is changing the world (“Wow, what an astute observation, Dave.”). The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. One of the biggest mistakes I see sellers and marketers making is depending on AI for answers. “AI does not answer questions…..”* Some of […]Read More
Sometimes a simple change in a single word changes our mindset and those who we work with. To me, one of the most important areas in applying this concept is with the words “To,” “For,” or “With.” With our own people, when we look at enablement, tools, coaching, programs, the choice of which of these […]Read More
Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because […]Read More
Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. In this article, I’ll focus on Mis-diagnosis. I have written a […]Read More
We’ve been taught we have to create value with our customers. There are a lot of definitions to this, including: But what about the reciprocal, what value do our customers create for us? Usually, we think of that in terms of the revenue the opportunity will generate for us. Sometimes we think of retention/renewal revenues, […]Read More
We have all sorts of technologies that give us the “answers.” ChatGPT can answer just about any question imaginable (As long as the data is before April 2023). Where years ago, we struggled to find answers, now they are abundant. But we have some new challenges, “Do we understand what the answers mean and can […]Read More
“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