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.
There is no question, our worlds are very complex. The challenges our customers face are complex. The challenges we face within our...
As sales people, we are supposed to provide solutions to our customers problems. We either lead with Insight, making customers aware of opportunities/problems...
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...
Everyone acknowledges the world is changing, perhaps faster than many want, but it is changing. Change isn't the issue, it's a fact. ...
Some of you are scratching your heads. What's Dave getting into? Aren't customers the people that buy our stuff? Aren't they...
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...
It's clear we're in a frenzy of networking and connecting. There seems to be a rush to establish connections, friends, whatever. People...
Imagine a world of accurate sales forecasts. Imagine prospects relieving sales people of the need to do forecasts. Monthly, they send a...
Last week, a couple of my friends looked at a couple of different, but parallel issues. Jim Keenan published You're Boring. ...
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? This question, and it's variants, is probably the single most important question for us to understand. Being...
I've been writing a several posts about social technologies and social selling ("Hiding" Behind Social Selling and What's All This About Social...
The post, "What's All This About Social Selling," provoked a lot of reaction. As I started reading the discussions, I started thinking more....
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,...
I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I never knew that?#!" Yeah, Yeah, we all know that,...
A warning to my readers, I tend to be a little hard nosed every once in a while. This is one of those...
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!"...
I was having a conversation about the "state of sales" with some colleagues recently, some of the smartest people I know in looking at...
It's human nature to categorize things and people. It enables us to build models and constructs. It enables us to more easily...
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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