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
ChatGPT Takes The Stage, Imagining “HamletGPT”
There was a fascinating, probably overlooked, Superbowl commercial. It was GoDaddy’s, Act Like You Know commercial. It showed an actor thrust into a scene which he executes with great precision. One of the scenes was an actor driving, with authority, in a race. He was moving, with authority through the group of cars. Closeups showed […]
Read MoreThe Problem With Playbooks
We all have playbooks. Today, the Chiefs and Eagles will be using theirs, each in hope of winning the Super Bowl. In selling and GTM, we have our playbooks. Marketing has any number of them, SDRs, BDRs, AEs, AMs, Rev-ops/enablement, Customer service, all of us have our playbooks. All our leaders have their playbooks. Running […]
Read MoreWin Rates, Are You Important To Your Customer?
Recently, I’ve been involved in a number of discussions about “Win Rates.” There’s a huge amount of misunderstanding on all aspects of Win Rates. Lots of misunderstanding about how you measure these. There have also been lots of discussions about “high win rates.” The majority of my clients, after we have identified and work the […]
Read MoreHilarious, Possibly Frightening AI Hallucinations
Long time readers will know that I’ve been leveraging Google NotebookLM for AI generated conversations of my posts. For the most part, they are very good. There are always interesting ideas, observations, and sometimes fascinating twists on the writing. There are some hallucinations, but many that are knowable only to me. Listeners may not even […]
Read MoreUnsmart, Stupid, Willfully Ignorant
I’ve been struggling with a lot of the “stuff” I see in my feeds. And, from time to time, conversations I have. And reflections on the “state of selling/business.” As I’ve been reflecting on it, I’ve asked a couple of close friends/colleagues. Are they seeing similar things? How would they describe it? The descriptions were […]
Read MoreDoing The Work Or Going Through The Motions?
In the past few days, I’ve heard two fascinating things. At first, they seem very different, but when you think about them, the underlying issues are similar. The first was was a quote from Tom Mendoza on The Learn-It-All podcast, “Nothing great has ever been done by people that don’t want to do it!’ The […]
Read MoreWhat About Leadership?
There’s a lot of discussion about sales managers and leaders. We tend to conflate these concepts, using them interchangeably. In reality there is a wide chasm between leadership and management. And I have been guilty in conflating these terms–and this is sloppiness. I woke up to this, today, reading an article, proclaiming the death of […]
Read MoreRemoving Our Blinders
Blinders restrict our fields of vision. Sometimes, blinders are helpful, perhaps necessary. When we need to focus intensely, minimizing distractions, blinders are very helpful. Imagine a founder, building an innovative new product, Purposely putting on blinders, eliminating distractions, perhaps ignoring naysayers can be critical to the successful launch of the product. Or if we are […]
Read MoreThe Continuing Decline Of Our Expectations…..
Over the past several weeks, I’ve been involved in a number of very disparate conversations. Mostly, focused on various aspects of our business, GTM, selling and other strategies. They all tended to look at various issues around performance, how we attract and engage customers, how we service and develop them. While each one of them […]
Read More“If You Can’t Do It Yourself……”
“If you can’t do it yourself, you probably shouldn’t be using AI!” This was a brilliant observation by James Pursey in an outstanding seminar on AI in sales. The only modification I would make would be to say, “If you can’t do it excellently yourself, you probably shouldn’t be using AI!” James gets at the […]
Read MoreTestimonials
“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