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Author Archive | Dave Brock

Salesperson As Entrepreneur

Blog post by on April 24, 2014

When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility.  In many senses, we really are entrepreneurs. Entrepreneurs run their own businesses.  They have goals, translated both …

Unique, Differentiated? But Are You Relevant?

Blog post by on April 23, 2014

It’s critical that we differentiate our offerings and solutions from the alternatives the customer is considering. Marketing, product management, and sales all spend endless hours trying to figure out that differentiation, to create that edge. But too …

Imagining Customer Conversations In 140…..

Blog post by on April 8, 2014

It seems attention spans and communications are contracting and getting abbreviated. Politicians address the deepest most important issues facing all of us with nothing more than sound bites.  Try to go deeper, and you discover there’s nothing …

Just Solve The Damn Problem!

Blog post by on April 5, 2014

I was oddly amused and somewhat saddened observing a situation from the sidelines recently.  I wish it were an isolated situation, but it’s far too familiar — I think you’ll recognize it. A customer has a problem.  …

“How Much Follow Up Is Too Much?”

Blog post by on April 3, 2014

I just got a great question, “How much follow up is too much?”  The sales person was concerned about annoying the customer with too much follow up—even though the customer had requested the follow up. All of us face this …

It’s Never “Just A Matter Of Training.”

Blog post by on April 3, 2014

I was speaking to a friend the other day.  He’s VP of Sales Enablement for a large technology organization.  He had just come out of a meeting of his peers–the top management in the sales organization.  He …

“Only The Paranoid Survive”

Blog post by on April 2, 2014

“Only The Paranoid Survive” was written years ago by Andy Grove, then Chairman of Intel.  It told the story of the transformation of Intel from a memory to a microprocessor company.  I loved the book, it is featured on …

Late To The Party!

Blog post by on April 1, 2014

Ever show up to a party late?  Groups have formed, everyone’s deeply engaged in conversations, the good food’s gone.  When I’m late, I wander from group to group, trying to quickly understand what’s happen in the conversation and …