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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.

Complexity Is Just An Excuse

There is no question, our worlds are very complex. The challenges our customers face are complex. The challenges we face within our...

Solution Provider Or Problem Solver?

As sales people, we are supposed to provide solutions to our customers problems. We either lead with Insight, making customers aware of opportunities/problems...

Our Success Is Based On The Misery Of Our Customers!

OK, maybe misery is too dramatic, but at its core, unless our customers are "miserable" we will never be successful in selling them. This morning...

Burying Our Heads In The Sand

Everyone acknowledges the world is changing, perhaps faster than many want, but it is changing. Change isn't the issue, it's a fact. ...

Who Is The Customer?

Some of you are scratching your heads. What's Dave getting into? Aren't customers the people that buy our stuff? Aren't they...

The “C” Words In Sales

Get your minds out of the gutters! My mom reads these posts! I've been avoiding this in my blog for some time, but I've...

Shallowness And Networking!

It's clear we're in a frenzy of networking and connecting. There seems to be a rush to establish connections, friends, whatever. People...

Buyer Verified Forecasts

Imagine a world of accurate sales forecasts. Imagine prospects relieving sales people of the need to do forecasts. Monthly, they send a...

Are You Boring, Or Simply Irrelevant?

Last week, a couple of my friends looked at a couple of different, but parallel issues. Jim Keenan published You're Boring. ...

No Free Lunch, Investing In Sales And Marketing

My friend, Anthony Iannarino wrote an interesting post, A Cheap Sales Force Is An Expensive Problem. He hits on a critical issue and...

How Do You Make Money?

How Do You Make Money? This question, and it's variants, is probably the single most important question for us to understand. Being...

Hanging Out Where Our Customers Hang Out

I've been writing a several posts about social technologies and social selling ("Hiding" Behind Social Selling and What's All This About Social...

“Hiding” Behind Social Selling

The post, "What's All This About Social Selling," provoked a lot of reaction. As I started reading the discussions, I started thinking more....

What’s All This About Social Selling?

There's a lot of talk about social selling. When you peel it back, it's a lot of talk about technology–choose your favorite; Twitter,...

Sales People Do What You Measure And Compensate Them To Do!

I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I never knew that?#!" Yeah, Yeah, we all know that,...

Conditions Of Employment

A warning to my readers, I tend to be a little hard nosed every once in a while. This is one of those...

Sometimes Revenue Is The Wrong Sales Metric

Sales people are accountable for generating revenue—–Duuuuggghh! Ask a sales person what their primary goal is, they say: "I have to make my quota!"...

We Misunderstand Lean–But It Is So Important!

I was having a conversation about the "state of sales" with some colleagues recently, some of the smartest people I know in looking at...

Sales Role Agility

It's human nature to categorize things and people. It enables us to build models and constructs. It enables us to more easily...

Who Cares About Big Data, Where Are The Big Questions?

This morning, I'm sitting in a series of presentations extolling the value of big data. I get it–kind of. I get that...

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