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.
Old Dogs Can Learn New Tricks! (Are The Pups’ Learning As Well?)
Continually learning and improving our skills is critical, regardless of how "seasoned" we may be. It's been a real joy through my career...
Making Progress, What Do We Talk About Next?
So you've finally qualified a deal, you have something real to compete for, an opportunity to win. Usually, you start planning what you...
What Impressions Are You Creating?
My friend Bob Thompson of CustomerThink posed an interesting question the other day. Bob's really an authority on customer experience and tends to...
Are False Positives Killing Your Sales?
A False Positive is a term used in medicine. Imagine some sort of test that comes back with results saying you have a...
Preaching To The Choir
Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm proud of being a sales professional. I...
Sales Competence, How Do We Know?
Yeah, I know, I know. Many readers will react to this title with responses like, "Isn't Sales Competence an oxymoron? Isn't that...
Changing Our Vocabularies!
The words we use betray our thinking and focus. How we express ourselves shows our biases, our priorities, our prejudices. So what,...
Lean Sales And Marketing — High Variability, Low Productivity
Sales people don't like the routine! We do different things every day. Each situation is different, each call is different. There's...
Lean Sales And Marketing — Time Available For Selling
A sales person's job is to sell–nothing surprising. More and more, however, it seems that things conspire against us, diverting us from engaging...
Things Are Getting Confusing?!?
We have a rich array of products and solutions to offer our customers. There are multiple channels for our customers to buy our...
Building Your Sweet Spot
In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a rich profile of your ideal customer and focusing...
An Output Of The Sales Process Should Be Profitable Customers
Most of the time we look at our sales process and think of it as producing deals, orders, or revenue. Don't get me...
Focus On Your Sweet Spot!
I talk about the importance of "focusing on your sweet spot," a lot, often taking for granted people understand what I mean. My...
What Are Your Intentions?
We are all busy. We start our days already with too much on our plates. Turn on the computer, hundreds on emails...
How Do You Use Your Downtime?
Sales people always seem to be busy and on the "go." We're running from meeting to meeting, we have phone calls to make,...
What Did You Sell That For?
As a preface, I have to confess to a little frustration and some venting. Too often, when I speak to sales people and...
“I Don’t Know What You Do, But I Know What You Need To Do!”
We know we have to challenge our customers to think differently, that we have to bring ideas and insight. We try to be...
Stop Letting Your Competitor Define Your Sales Strategy!
Recently, I was doing some reviews with a sales team. We were talking about some of their deals and they were consumed with...
Are You Building Coalitions With Your Customers?
As sales professionals, we're supposed to be great at building relationships with our customers. Relationships are important, they are the foundation to doing...
Time Management, Some Thoughts
My friend, Anthony Iannarino, wrote a great post, The Key To Time Management, Stop Wasting It. It struck a chord, and I wanted...