Dave Brock
Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.
“A La Carte” Comp Plans
Every once in a while, some of us go to a 5-star restaurant. Rather than ordering off the menu, choosing appetizers, soups, entrees, sides, desserts,…
Call Prep, Doing The Work!
It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself. The singular exception…
Account Growth And Innovation
We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change.…
The Innovation Gray Space
Innovation is critical for all of us. It enables us to…. well, innovate. Innovation underlies change. It enables us to do new and different things,…
Selling And The “Peripheral Players…”
For those of you who haven’t discovered the wisdom and insight of Tom Morris, stop reading now, go to Amazon, order any or all of…
“In Working With Other Customers Like You…..”
Our customers are hungry to learn. They (and we) benchmark themselves against their competition and others. They compare what they do with what others do,…
Predictable Revenue And Wild Assed Guessing
Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. It’s important to us, perhaps to forecast…
Thinking About PLG
I’ll confess, upfront, that I’m skeptical, perhaps even a little cynical about Product Led Growth (PLG). It’s very hot and fashionable right now, but in…
“Appealing To Everyone Means You Appeal To No One!”
This morning I had a fascinating conversation with a CMO for a very large technology company. We were talking about a huge challenge they faced…
Coaching Confusion
This is a good news/bad news post. For years, there has been little attention paid to the topic of coaching. Sure, there was lip service,…
On Measures, Metrics, KPIs
In selling (marketing, sales, customer experience) and business, in general, data, measures, metrics, and KPIs are important, and, sometimes, helpful. It’s become fashionable to quote,…
How Things Get Done (Or Not)
Every organization I work with has everything a sales organization should have in place. We go down laundry lists all the programs, tools, processes that…
Invention, Innovation, Improvement
The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions,…
“A Seat At The Table….”
Over the past 6-7 years, increasingly, I’ve seen too many discussions about “getting a seat at the table.” Usually, they refer to reporting directly to…
“Why Does This Happen?”
The question, “Why Does This Happen,” and its variants (“What causes this to occur, How does this happen, etc?”) are some of the most profound…
Unintended Consequences, Games Sellers Play…
Too often, in trying to “manage performance,” we put in place rules, policies, processes, we find they fail to produce what we expected. Sometimes, surprisingly,…
Buying Is Broken! What’s This Mean For Selling?
Report after report tell us that buyers are failing in their mission to solve a problem and buy a solution. We know 60% of committed…
So Now You Are A New Sales Manager, What’s Different?
First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot…
We Know About The “Digital Buying Journey,” But What Does This Mean About Digital Trust?
We know trust is important in all our relationships. We know that trust is critical in vendor/customer relationships. Charlie Green has helped us understand that…
Sales Enablement, The Sound Of One Hand Clapping
Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners…