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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.

Do You Know How Your Customer Is Measured?

As sales people, we’re used to being measured.  We have pipeline metrics, quotas.  We may have weekly call or meeting goals.  We have prospecting...

Before We Can “Teach” Our Customers, We Have To First Learn From Them

Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice.  We want to help our customers learn.  It’s...

Why I Won’t Respond To Your Email!

I get at least a couple 100 emails a day (not including the SPAM).  A lot of them are trying to sell me on...

Weighted Pipelines And Forecasts

I have to admit, I’ve never been able to figure out the value or meaning of the weighted pipeline and forecast.  It’s one of...

Confusion About Metrics

I recently read an article from someone I respect, “Revenue Is Not A Metric.”  To be honest, I was confused–as I read the article,...

Dealing With Ambiguity

Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face. ...

Closing The Gap–Achieving Our Goals!

We’re well into the second half now.  The first half is behind us, many are breathing a sigh of relief. Did you make your numbers? ...

“Target Close Date” Must Be Kept Sacred!

The “Target Close Date” is one of the most important aspects of pipeline, forecast, and deal integrity.  Anything else in our deal strategy can...

The Trial

For the salacious readers, no this isn’t a post gossiping on the courtroom antics of the most current troubled celebrity or politician (as much...

Surprise!!!

Surprise!!!  It may be fun for a birthday party, but it’s never fun in sales.  It means that somehow our carefully thought out approach...

The Questions We Are Afraid To Ask

I wrote, If You Were In Your Customer’s Shoes, What Would You Do?  Gary Hart offered a thoughtful comment that got me really thinking...

If You Were In Your Customer’s Shoes, What Would You Do?

Some time ago, I was doing a deal review with a great sales team.  They were preparing for an important call on the key...

The Problem With Turnover

Before my non-US followers get in an uproar, I’m not talking about the revenue type of turnover.  I wanted to spend some time discussing...

All Revenue Is Not Created Equal!

It probably sounds like heresy to talk about “Good Revenue” and “Bad Revenue,”  particularly when you’re struggling to make your numbers and everything seems...

Performance Improvement — Looking In The Mirror First!

I get a lot of calls and notes from people genuinely interested in performance improvement.  Often, it’s managers saying, “My team isn’t doing what they...

We’re Efficient, But What Does That Do To The Customer Experience?

The other day, Jim Keenan and I were chatting about a number of things (mostly my envy of his upcoming ski vacation at “Bump...

Stop Reading Books/Blogs On Selling!

Before many of my friends who’ve written quite outstanding books/blogs on Selling get up in arms, let me re-phrase this, “Stop reading ONLY books/blogs on...

“Checking In,” Is Not A Next Step!

For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience.  I try to rein it...

“Turtles Only Make Progress When They Stick Their Necks Out*”

We often wonder why we aren’t making progress.  Our results aren’t improving, we don’t seem to be growing.  We may  be doing OK, but we...

Financial Literacy—Critical For Sales

Financial literacy is critical for sales success.  We have to be able to understand the numbers.  We have to be able to understand the impact...

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