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.
Selling Fearlessly
There are hundreds of new books on selling published every year. To be honest, not many of them offer a lot new. ...
Is Your Sales Strategy Based On Assumptions?
The scene gets played over and over, literally hundreds of times every year. I'm sitting with a sales person or team, we're reviewing...
“Intelligent Leads”
I was recently asked to share my views of the impact of Big Data, business intelligence, and data analytics in sales. We are...
Messaging Or Engaging, Where Is The Conversation?
I may be guilty of wordsmithing and I'd appreciate you correcting me on this, however I'm becoming very uncomfortable with all the posts and...
What’s Next? How Do We Win?
It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. Most of the reviews leave me with a slightly...
But We Gave Them Everything They Wanted!?!
It was a loss review, one of those very difficult discussions after a major–and surprising loss. I'd been invited by a client to...
They Aren’t The Enemy, They’re Our Customers!
We all know the saying, "Things would be great if it weren't for those damned customers!" It's said in jest, but sometimes I...
Do You Really Understand Your Customer’s Goals?
As sales people we are trained to do needs analysis. We have questioning guides to help us determine customer needs. Often, those...
It’s Supposed To Be A Pipeline, Not a Pipe Dream!
Every sales professional knows the importance of keeping a full pipeline. If they don't, their managers remind them of it every pipeline review....
Social Networking, Reciprocity, and Hypocrisy
For example, I tweet things I think are really interesting and may be interesting to my followers. I don't do it with the...
Our People Are Not Commodities, They Are Our Differentiation!
Unfortunately, too often the people in organizations are treated as commodities. People are swapped out, new one's are swapped in, they are ignored...
Forensic Prospecting
Forensic Prospecting—I wish I could claim inventing this term, but the words popped out of the mouth of a client as we were discussing...
It’s The Customer’s Responsibility To Buy!
As sales people, we take our responsibility to sell very seriously–sometimes too seriously and we have a tendency to push or pressure the customer...
Executing Company Strategy
The sales organization is responsible for executing the company strategy with customers! No if, or's, or but's! But too often, I see...
The Sales Process Is Critical To Customer Experience
Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in...
Teaching Our Customers
There's a lot of talk about the role of the sales person as a "Teacher." It's an important concept, but one that's always...
Not Your Normal Sales Presentation
I have to admit, up front, generally I don't find books about sales presentations very useful. Maybe, more accurately, I probably found the...
The Discovery
Like most of us, I've come to rely on—and use as an excuse—constant on-line accessibility. Email, Twitter, blogs, instantaneous web access. Imagine...
The Survey Says: “You MUST Be Ecstatic With Us!”
Surveys are and should be a powerful way of getting feedback. Properly used, they can provide great insight on where you are doing...
It’s Not The Commitments We Make, It’s Those That We Keep
Sales people are always making commitments. "We can solve your problems!" "We absolutely can meet your schedules?" "We have no problems...