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.
Adding Value-Selling To The Professional Buyer
Somehow, we think selling to Buying (Procurement and Sourcing) professionals than selling to "end users" or functional departments. Most of the time we...
Managing Complexity
It should come as no surprise to anyone that has been semi-conscious over the past decade, that our worlds are becoming increasingly complex. ...
The Almost Perfect Sales Management Article
The other day, I read, The Science Of Building A Scalable Sales Team, by Mark Roberge of Hubspot. It was almost brilliant! What resonated...
Technology Is No Substitute For Thinking
There are a lot of great technologies that can become indispensable to sales professionals. Great sites to research things going on in our...
Lean Sales And Marketing — The Role Of The Manager
Managers play a critical role in the lean sales and marketing organization. It's different from we think in the traditional organization. In the traditional...
If It’s Common Sense, Why Isn’t It Common Practice?
I was having coffee with a close friend, @francineallaire, this morning. She's an outstanding sales professional. As we often do, our conversation...
The Intrusiveness Of Prospecting
I've been carrying on a number of discussions in various forums on LinkedIn. It's been with people reacting to my post, "Well It...
Lean Sales And Marketing -TAKT Time
For those of you with a background in Lean, TAKT Time is a familiar concept for manufacturing, but what's the application to sales and...
Reading The Buyers’ Minds
As sales people, we always are trying to get into our Buyers' minds. We want to understand what they are thinking, what drives...
The Importance Of “Cross Training” For Sales
The next 6-8 weeks represent one of those "died and gone to heaven" periods for sports enthusiasts. The Euro 2012 Finals in Soccer,...
Lean Sales And Marketing — It’s How We Put It All Together
Several years ago, I was the guest speaker at the National Sales Meeting for a very large technology company. The theme they had...
A Missed Customer Service Opportunity
At this moment, I'm sitting in the United Club in Concourse C at Chicago O'Hare. I should be sitting in an airplane climbing...
You Can’t Win The Price Objection By Talking About Price!
I was working with a sales team recently. We were talking about "THE PRICING DISCUSSION." They were struggling with how to better...
“Well It Worked, Didn’t It?”
I'm constantly amazed by the misrepresentations, lies, and trickery sales people use to reach a customer–either to get a customer to answer the phone...
Lean Sales And Marketing — Leaning Our Sales Process
Process is a fundamental part of "Lean." We can't possibly be Lean without process. The process provides a framework to ensure we...
“Congratulations, You Are Now Part Of Our Strategic Account Program”
Whether we call them strategic accounts, global accounts, key accounts, or corporate accounts, these Very Important Customers are revered in our companies—usually because they...
Finding The Decisonmaker
As sales people, we are trained to ruthlessly seek out the decision maker and focus all our efforts on that individual. Whether it's...
Moving From The Teaching Pitch To A Collaborative Dialog
The art of the "pitch" continues to be escalated. The sales person has always had a role of "teaching" or "educating" customers. ...
Focus-What Separates Top Performers From Everyone Else
We're all incredibly busy. Our days get filled with all sorts of things–things which may seem very urgent. We have emails...
Lean Sales And Marketing-Defining Value
As I typed the title to this week's installment on Lean Sales And Marketing, I cringed. Somehow I feel the title is redundant....