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Home / Archives for Dave Brock

Dave Brock

The Examples We Set, Our People Are Watching

Aug 5, 2015 By Dave Brock

As managers and leaders, we create (consciously or unconsciously) dozens of “training” moments for our people, every day. Our people watch our every move, drawing conclusions about what they should be doing, how they should be behaving, where they should invest their time, and what their priorities are. What we do and how we act […]

Filed Under: Best Practices Tagged With: Dave Brock, Leadership

Value Creation as a Form of Discounting

Jul 22, 2015 By Dave Brock

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising and delighting them. In truth, I’ve been raised in this camp and have espoused some of these concepts myself. Just the concept of “added value,” is actually value over and above […]

Filed Under: Pricing Strategy Tagged With: Dave Brock, Discounts, Value

Don’t Fear Transformation, Fear Irrelevance!

Jul 15, 2015 By Dave Brock

don-t-fear-transformation--fear-irrelevance-
A reader asked how to overcome individuals’ and organizational fear of transformation. My knee jerk reaction was that irrelevance is much more scary than transformation.

Filed Under: Innovation Tagged With: Dave Brock, Innovation, Reinvention

When’s the Last Time You Visited a Customer?

Jul 2, 2015 By Dave Brock

when-s-the-last-time-you-visited-a-customer-
One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective.

Filed Under: Sales Activities Tagged With: Dave Brock, Relationships, Sales Process

The Killer Closing Technique

Jun 24, 2015 By Dave Brock

the-killer-closing-technique
Through my career, I’ve been “taught” and subjected to 100’s of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.

Filed Under: Sales Activities Tagged With: Communication, Dave Brock, Relevant Benefits, Sales Process

How Well Do You Know Your Customer?

Jun 15, 2015 By Dave Brock

My friend Tim Ohai has a brilliant bet he makes with sales people. He puts a $100 bill on the table, saying, “If you can talk about your customer, their problems, opportunities, and challenges for 20 minutes, without ever mentioning your products, the $100 is yours.”

Filed Under: Sales Activities Tagged With: Dave Brock, Relationships, Sales Process

“Fix the Sales Problem!”

Jun 8, 2015 By Dave Brock

Revenue growth and revenue generation is dependent on the company’s ability to identify and target new markets for existing solutions, developing new solutions for existing customers.

Filed Under: Sales Activities Tagged With: Dave Brock, Revenue, Sales Strategies, Solving Problems

Stop Heroic Sales Efforts!

May 21, 2015 By Dave Brock

We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. The problem is, heroic sales efforts aren’t scalable!

Filed Under: Sales Activities Tagged With: Dave Brock, Market Segmentation, Sales Strategies

Why We Have Fewer Choices in a World of Wider Choice

May 14, 2015 By Dave Brock

Whether as individual consumers, or organizations, there’s an interesting paradox. The number of choices we have is expanding at a huge rate.

Filed Under: Innovation Tagged With: Analytics, Data, Dave Brock, Decision Making, Innovation

Is It Your Sales Process?

May 7, 2015 By Dave Brock

Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.

Filed Under: Sales Activities Tagged With: Dave Brock, Personalization, Sales Process, Sales Strategies

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