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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.

Sales Operations, Serving Sales People–An Interview With Tony Walker

Over the next several months, I'll be interviewing a number of Sales Operations and Sales Enablement executives. I believe these roles are critical...

DumbingThings Down Versus Radical Simplification

I'm a great advocate of Radical Simplification. Our worlds are too complex, we seem to keep piling things onto everything we've done in...

Buying Is A High Risk Job!

In my post, "Solving Our Problems," Tim Foster reminded me of something the folks at The TAS Group say, "The impact on the...

Solving Our Problems

I've been having trouble with a sales person. He's someone I've done business with a few times before. It started a few...

Seeing Things Differently, Seeing Different Things

What do you see in this picture? It's a very famous–some people see an old woman, others see a young woman. Some...

Try Selling Sand

As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on...

Questions We’re Afraid To Ask

We all have them, Questions We're Afraid To Ask. They're obvious, but we're afraid to ask them. Will we offend the customer?...

Stumped

Today, I read probably the most impactful posts I've read in months. It's entitled Stumped, by Mark McCarthy. It's simply brilliant, you...

On LinkedIn And Recommendations

Perhaps, some "guru" has just published something about the importance of LinkedIn Recommendations. In the past week, I've gotten several requests from people...

Buyers Are Self Educating, So Should Sellers!

Buying has changed. The traditional role of the sales person in "teaching" the customer about solutions and products is much less important. ...

Deal Value Or Buyer Value?

A few years ago, a client called me very frustrated. He was the CEO of a large company, he'd been traveling in the...

“We Aren’t In Kansas Anymore, Dorothy”

If anyone has doubts about how much professional selling is changing, download and read Mike Schultz and John Doerr's report, What Sales Winners Do...

But Your Price Is Still Too High!

My post, "But Your Price Is Too High" has generated well over 100 comments between here, LinkedIn and a few other sites. The...

“I Need An Excuse To Get Back Into The Customer”

I hear it all the time, "I need an excuse to get back into the customer. Let me get them that case study,...

Selling Internally

We know the importance of selling internally. We get support, resources, and commitments to help us close deals with our customers. ...

Are You Creating A Sense Of Urgency With Your Customers?

I do deal reviews with sales people every week. Too often, I hear the same thing, "The customer is busy right now, they've...

“Can I Give You A Quote?”

Within the space of 45 minutes today, I get two calls from sales people–each selling something completely different. The first sentences out of...

The Ability To “Figure It Out”

There's a great article in the Harvard Business Review, "Figure It Out." Be sure to get a copy of it. The ability...

Insight Is All About Having A Point Of View

Insight is all about having a point of view, but too often I see sales people who don't have one or who are afraid...

Good News, We Won! Bad News, We Won!

Over the past few weeks, I've published a number of posts on pricing, value creation, walking away. They've stimulated some interesting comments and...

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