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.
Pipeline Stench
Here's an idea for some clever software entrepreneur, add "smell" to pipeline management software. Sometimes, I really wish we could "smell" our pipelines,...
Insight, Change, And Value
I've been writing a lot about Insight recently. In the course of the posts, I've gotten really outstanding and intriguing comments, both privately...
Insight, Co-Creation, De-commoditization
Let's face it! When we wash away all the hyperbole, so many of our products, services and solutions have become commoditized. When...
Insight,Co-Creation, And Value
I wanted to expand on my post, Insight And Co-Creation, and much of my writing on Value Propositions/Creation. Often, I speak of the value we...
Insight And Co-Creation
Yesterday, I was talking to one of the smartest sales executives I've ever met. We were talking about, what else, selling with Insight....
What Do The Numbers Mean?
Sales professionals are very "numbers" focused. Where are we on quota attainment? What revenue is produced today, this week, this month, this...
Sales Person As Orchestrator Or Resource Manager
The role of the sales person is changing–we all know that. The way customers buy is changing, the complexities of our own products...
Separating The Challenger Sales Person From Insight Delivery
Are "Challenging" and "Insight" synonymous? I had been mixing them together, but more recently have been thinking they may be but don't have...
The “Street Price” Is All That Counts
Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in Latin or South America, go to the...
If The Customer Doesn’t Want To Buy, Discounts Won’t Help
We've been working with a customer, diligently talking about their problems and concerns. Educating them about our solution. Trying to move them...
Does Insight Selling Require “Scars?”
We're supposed to bring our customers insight–opportunities they are missing, new ways to run their business, new ways to grow. No one argues...
“We Don’t Have The Budget”
"We don't have the budget" strikes fear into the hearts of all sales people. Asking for budget is one of the standard BANT...
My Best Mentor
I saw a post on this topic today. It caused me to pause and reflect. I've been very fortunate to have had...
Have You Earned A Response?
Hopefully, every sales person is prospecting. Whether it's email campaigns, phone campaigns, or something else, we are constantly reaching out. We are...
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth
So much of the writing about lean focuses on waste reduction. That's great stuff, we want to make sure we aren't doing unnecessary...
Tools Don’t Change People
My friend Bob Thompson made this comment on Customerthink. It's important, tools don't change people, they may improve our efficiency, they may help...
The Weaponization of Social Media
I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase leaped out at me==how we are "weaponizing" social media. ...
Customer Success And Quota Attainment Are Not In Conflict
In a comment on one of my posts, Andy Rudin reminded me of something we overlook: Customer Success And Quota Attainment Are Not...
Competing For Mindshare Or Meaningshare
Mindshare is top of mind(so to speak) in most marketing and sales conversations. How do we capture the hearts, minds and imaginations of...
Selling Processes And Rube Goldberg
Rube Goldberg was a Pulitzer Prize winning cartoonist, sculptor, and author. He was famous for inventing machines that took the most simple tasks...