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Making A Difference – Thoughts, Observations and Opinions
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.
Latest Posts
Stop Chasing Customers You Can’t Help!
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help. Every day, I get literally 100’s of emails, and at least 20 calls from sales people wanting to sell me something. Most don’t care about what our company does, they just believe they can “help me,” pitching their products/services. Most pitches are irrelevant […]
My Single Best Productivity Hack!
As you know, I’m continually focused on getting a little better every day. I go through my ups and downs, but am generally making great progress. I’m almost embarassed to say this, I’ve just rediscovered something, it’s my single best productivity hack and has done amazing things for me. A little background. I’m rarely in my office, but when I am, I’ve designed a workspace to focus on maximizing my ability to focus and be productive. For example, I have an office with a beautiful view, but I’ve arranged my workspace so I look into a corner of my office […]
Stop Focusing On SAL’s!
SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are the Holy Grail of Marketing and Sales. Everything we do seems focused both on improving the quality and quantity of these. The thinking is if we get the right volume, our pipeline problems go away, we easily make our numbers. There are a lot of huge leaps in this thinking. One is the assumption that sales people are maximizing their win rates and deal values, providing great leadership, creating great value for the customers. But that’s not what this post is about. The big issue is, should we […]
AI And Sales, What We Misunderstand
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch(?) is no longer than 9.1 minutes, that….. All of this, done under the auspices of AI or it’s companion, machine learning (ML) will be the answer to our revenue generation challenges. Sales execs and […]
Sales People/Manager Churn Is Unacceptable!
Over the past several weeks, I’ve been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on sales talent. The data on churn (voluntary and involuntary) is horrible! Depending on the market data, tenure for managers and sales people is anywhere between 15 and 22 months. We are completely turning our organizations–management and sales people roughly every 3 years! This is craziness! With onboarding (for complex B2B sales) at roughly 10 months, and sales cycles often exceeding 6 months, it’s no wonder that sales performance continues it’s downward plummet. […]
Giving Them The Answers
Let’s conduct a thought experiment. As one might do in experiments, imagine A/B testing. We’ll create an A group and a B group. The people in each group are identical in capabilities, backgrounds, experiences. Both groups are equally skilled and capable. Now we are going to give people a test. It’s around some complex issues. Group A doesn’t have to study or prepare for the test. We’ve decided to given them the answers. Group B has to study and prepare. We train them, we coach them. Some struggle a bit, but they learn. Test day, 100% of the people in […]