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.
Customer Retention, Whose Job Is It Anyway?
I wrote, Customer Retention-Different Approaches, the other day. It stimulated a lot of discussions. One of the most interesting was with my...
Mass Customization, Creating “Markets Of 1?
In 1999, Joe Pine published a fascinating book, Mass Customization. It focused on transforming manufacturing, moving from mass produced products sold to mass...
Customer Retention, Different Approaches
Customer retention is a critical issue. Wisdom (and data–though it's not at my fingertips) says that it costs us less to keep a...
10,000 Hours To Mastery — Or A Good Start
I'm a real fan of Malcolm Gladwell's Blink. One of the most impactful parts of the book is the discussion around what it takes...
“How Much Does That Cost?”
A natural question customers always ask is, "How much does that cost?" Unfortunately, too often sales people answer incorrectly, responding with, "The price...
Walking Away
My post, "But Your Price Is Too High," has spawned dozens of comments. One of the themes that has come up is...
Do You Understand Your Differentiation, Does Your Customer?
Over the past few weeks, I've written a number of posts about Value Propositions and Pricing. They've generated a lot of conversation in...
CRM And Oysters
I'm at Gerhard Gschwandtner's and Selling Power's Sales 2.0 Conference in San Francisco. If you haven't been to one of Gerhard's conferences, you...
Don’t Confuse Buying And Selling!
I feel like I'm about to emulate the famous Gordon Gecko speech in the movie, Wall Street. In this case, "Selling Is Good!...
There’s Insight, Then There’s INSIGHT!
Our customers are starved for ideas and insight. That's why, the sales professional who calls offering insight is likely to be more welcomed...
Do We Really Understand Value?
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until You Establish Business Value," have stimulate heated discussions and debates...
“But Your Price Is Too High”
It's the customer's moral and business obligation to always challenge you with, "But Your Price Is Too High." This isn't a problem or...
You’re Making The Number, But Are You Achieving Your Potential
I'm an unapologetic believer in the concept, "It's your God-given right to 100% share of customer and 100% share of territory." Everything I've...
Price Is Meaningless Until You Establish Business Value
This afternoon, I was speaking with a salesperson for a start-up company. We were discussing one of the biggest deals they had ever...
Sales Forecast Accuracy, Demand Planning And Other Ramblings
I've been involved in a number of conversations about my positions on Sales Forecast Accuracy recently. I wanted to share some thoughts provoked...
Going Beyond Cost – Benefit Analysis
A critical element of any high impact sales process is "creating business justified solutions." I'd venture a guess that fewer than 20% of...
Don’t Cheat Your Customer By Not Closing
My post, "But Will I Sound Too Salesy?" generated some interesting comments and discussions. A sentence from Dominic's comment struck me. He...
“But Will I Sound Too Salesy?”
I just got off the phone with a business owner. We were having a great conversation about how he and his team were...
Let Me Get Back To You
You've finally gotten a meeting with that key executive. It's taken weeks to arrange calendars, the meeting has been rescheduled once or twice,...
The Customer Designs Their Own Customer Experience
We spend a lot of time talking about customer experience design. There is some value to it, but there is also great danger...