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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
Advice For The New Sales Manager, What You Need To Know
Moving into the role of Sales Manager is a challenge for everyone. Most people struggle, and if you aren’t struggling, perhaps you should be worried. Often, new managers don’t get great coaching from their managers. Often, new managers don’t pay attention to the coaching they get from their managers. Too often, new managers rush in to change things–because they think that’s what managers do. Too often, new managers rush do the things that made them successful in the past–sell! But selling isn’t the job, maximizing the performance of the people who do sell is their job. As a result, they […]
“Let’s Automate That……”
Once again, I find myself issuing a disclaimer at the outset of a post. I’m an unabashed fan of leveraging technology as much as possible. I sit on the boards or advisory boards of several companies that have great technology solutions for business professionals. However, too often, our automation efforts have the unintended effect of making us worse, dumbing us down. My latest rampage started a couple of days ago. Hank Barnes and I were discussing an idea he had about improving insight delivery and sales performance in the discovery process. He ended up writing a terrific post: “Next” Practice […]
Gartner/CEB Sales And Marketing Conference–Special Announcement
I rarely promote conferences and events, but I have to make an exception with this. Each year are two events I consider, “Must Attend.” I get invited to far too many events, attending some because I’m speaking (kind of have to do that), and others because they are convenient places to meet clients (Dreamforce has become that). But there are only two I attend, primarily, to learn and discuss the most critical issues facing sales, marketing, and business professionals. The Gartner/CEB Sales and Marketing Conference, in Las Vegas, October 9-11, is one of those. The quality of the content, the […]
Walking, Talking Product Brochures—Selling Is More Than This
I don’t know how many sales calls I observe. Over the course of years, it’s 1000’s. The majority of them are the same—it’s all about our products. The typical process looks like: If there is any discovery, discovery is focused on the customer product needs—what capabilities are they looking for (never the question, “Why are these important to you?”), what products do they currently use, what features are they looking for, what is the target pricing……. As quickly as possible, sales people get into describing their products, the more “sophisticated,” use a Features, Benefits, Advantages approach, but the conversation is […]
Why Are They Buying?
I was sitting in yet another deal review. The sales person was describing the deal, focusing on what the customer wanted to buy. The sales person described the products, the volumes, the competition, potential pricing….. At some point, I raised my hand, asking, “Why are they buying?” The sales person looked at me, perhaps noticing by silver hair, thinking, “Poor old guy, doesn’t realize senility is setting in, I’ll humor him.” He responded, “Because they are unhappy with their current supplier and want to look at alternatives?” I persisted, “Why are they unhappy with their current supplier?” The sales person […]
What Did The Customer Learn As A Result Of Our Meeting?
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered–we sales people tend to be very self-centered focused on our goals, rather than the customers’. Perhaps there are a couple of more important questions: What did the customer learn as a result of this meeting/call? What value did we co-create in this meeting? If the customer isn’t learning anything, if we aren’t […]