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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
“Give Your Best Leads To Your Top Performers!”
I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales team, then giving them your best leads will drive 2X yield over giving them to others! You don’t want to be wasting your leads!” They go on to say, “The easiest way to hit your goals is to give all the best opportunities to your […]
Are You a V1.0 Seller In a V3.7 World
I had a frustrating evening. My mom has a very old Iphone. She wanted to get some new apps, but was struggling to get them on her phone. Normally, she can install these apps with no problems, but she needed help. I found the apps in the App store, clicked on “Get” and nothing happened. Eventually, I figured it out. She was on IOS 13 (she has a very old phone) and the apps needed a minimum of IOS 15. As I was trying to fix her phone, she was looking at mine. “Why does your lock screen look so […]
What Value Are Your Customers Creating For You?
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, LTV, expansion revenues. For key and strategic accounts, we think of the total revenue we can generate across the account. And sometimes, in addition to revenue, we may look at gross margins generated by the customer. But we need to look at value creation–and the […]
Do Your Customers Feel Heard?
We are driven to pitch our products and solutions. Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. They don’t feel heard. What does this mean? It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. It’s not just about how they navigate their buying process. It’s not just about learning how others are addressing similar […]
The Tenure Crisis……
Preface: My apologies, this is very long. But it needs to be. The tenure crisis is not a simple issue. The impact of the tenure crisis robs all of us of opportunity. There is so much potential–both revenue growth, organizational and individual growth. We need to pay attention to, not adopt “work arounds.” We have a tenure crisis. It’s devastating to company growth and performance, it’s devastating to our individual growth, development and performance. Yet I’m stunned by the number of people, when confronted with it, shrug their shoulders, saying, “Get over it, that’s the way of work these days……” […]
The Way Things Are, The Way Things Might Be (Seduced By The Sounds Of Our Own Voices)
Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. Sadly, too much of this is from smart people who should know better. Yet, somehow they are seduced by the sounds of their own voices reinforced by countless, “100% man…… Such great insight….. Wow brilliant….!” Today, I saw something from a very smart individual, someone who should know better. The net of his broetry said, “Average leadership tenures are 17 months…. To protect yourself get a side gig…. […]