Dave Brock, Author at SmallBizClub

Opportunity Math is Within Your Reach

Dave Brock — Thu, 16 May 2024 04:38:10 +0000

I’m constantly amazed as I look at performance of organizations. I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” I call this, ‘opportunity math.’ If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing…

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Do Your Customers Feel Heard?

Dave Brock — Tue, 30 Apr 2024 11:25:03 +0000

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…

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What is the Right Time for Effective Time Management?

Dave Brock — Tue, 09 Apr 2024 07:59:25 +0000

Time management has always been an important concept. I can remember reading all sorts of books on effective time management, even back to college days. I continue to devour them, adapting many of the principles to my own time management. We have reached a “crisis” in time management. Every leader I speak with identifies the…

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Are We Using Our Time More Effectively, or Just Freeing it Up?

Dave Brock — Fri, 16 Feb 2024 05:06:28 +0000

Time management is a huge issue for all of us, but particularly important for sellers. A lot of the conversation focuses on “freeing up time.” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? For example, Gartner published an interesting analysis.…

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Should You Commit to an Office Lease?

Dave Brock — Wed, 14 Feb 2024 05:11:49 +0000

Always true: Rent your first, next, or continuing office with caution. Several years ago and before COVID’s changes, I became involved with a Southeast Asian company looking to expand into the United States. During the discussions with the CEO about hiring North American managers, he made it clear that he wanted us to find a first-class office…

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Are You Selling Intuitively?

Dave Brock — Tue, 02 Jan 2024 05:14:45 +0000

Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Or been with someone dealing with a very complex deal, and all of a sudden they come up with the right answers, or strategies? Or that individual that just seems to always have the right answers…

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Make Time Available for Selling

Dave Brock — Thu, 07 Dec 2023 05:14:09 +0000

Time available for selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into…

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