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.
Newton’s Third Law, Every Action Creates An Equal And Opposite Reaction
Many of you might be surprised, but I was actually trained as a physicist. One of the first things we learn in physics...
Change, When Will We Put It Behind Us!?!#!?
About a week ago, I participated in a conversation with a group of frustrated sales executives. Each was facing tremendous challenges in their...
Falling In Love With Our Products!
One of the nice things about sales people is we have tremendous passion about whatever it is we sell. We believe in our...
Performance Management-A Question Of Leadership
I'm tough on sales, marketing, and business professionals. I have high expectations on how each of us performs. I'm proud of the...
How Are You “Showing Up” To Your Prospects And Customers?
I know you think I make these stories up, they are so preposterous, they can only be fiction! Well, I wish I were...
Getting Close To The Customer, It’s About Mobility
One of the key goals of customer centric organizations is "Getting Close To The Customer." Sales and marketing professionals try to do this,...
Sales Road Kill
The other day, responding to a great comment on one of my posts, I referred to Sales Road Kill–those "sales people" who either do...
Why Questions Are A Sales Person’s Best Tool-It’s Not Because Of The Answers
Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader's Best Friend. It inspired this post–it's been something I've spoken...
Silly Me, I Thought Selling Was Supposed To Generate Revenue!
I've always been under the impression that revenue generation (quota) was the key objective for sales people. One of my own key metrics...
The Bar Is Being Raised For Both Buyer And Seller
"More has changed in buying and selling in the past 5 years than in all prior history." I've talked about this a lot,...
What’s The Diagnosis?
My wife hates going to Doctors—I actually think that's a basic intelligence test, I don't think anyone likes going to Doctors. It's impossible...
It Still Is All About Implementation And Execution!
Over the past couple of weeks I've been engaged in a "discussion," that is really more about "Mine is bigger and better than yours."...
Metrics Matter, But Which Ones?
As sales people, we're certainly familiar with metrics. There are all sorts of measures that are supposed to help us set priorities and...
The New “Office,” And Work Life
Perhaps dating myself, when I first started selling about 30 years ago, my business life was basically centered around my office and my customer...
Sales Management SOP
The other day I wrote about the "Almost Perfect Sales Management Article." That post stimulated a flurry of questions about a Sales Management...
Creating Excuses To Keep Going Back To The Customer
I was in a fascinating discussion the other day. We are talking about "conventional sales wisdom," (which I would retitle, Stupid Techniques...
Consultative Selling-We See Great Examples Everywhere
As people, particularly we consultants, are prone to do, we make things more complex than they need be. Most of the principles we...
One Size Does Not Fit All
I wrote about "The End Of Solution Selling" the other day. There's a rich conversation, about this at the HBR site of the...
“The End Of Solutions Sales”
In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared "The End Of Solutions Sales." Upon...
Lean Sales And Marketing — Making Workflow Visible
First, I have to credit my friend Jack Malcolm as the inspiration for this week's article. He's writing a parallel series of articles....