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.
CRM, Sales 2.0 And Compliance
Hang around any conference about CRM or any of the Sales 2.0 tools and sooner or later the issue of compliance comes up. ...
When The Going Gets Tough
We're about to enter the second half of the year. People are looking at their pipeline's and results to date, too often seeing...
“What We Sell Is Different Than What We Install”
I started my career selling mainframe computers for IBM in the very late 70?s. One of the most important things I learned from...
Lean Sales And Marketing — Standard Work
Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales and Marketing. At the core of...
The Sales Stack, Another View
My friend, Jim Keenan, wrote an interesting post on "The Sales Stack." It offers an interesting view and initiates a great conversation on...
What Happens When We “Fix” The Sales Problem?
We have a revenue problem, we aren't making the numbers, we aren't growing, we rush to "fix the problem." The first and most...
Sales Early Warning System–Are You Leveraging It?
The second half of the year has just begun. Recently, I've been getting some panicky calls, "Our pipeline is a disaster! We...
Sales And The Dreaded “P” Word
No this isn't a post about pricing. There's a "P" Word that strikes dread into the hearts of every sales person–it's purchasing (or...
Lean Sales And Marketing
Over the past several weeks, I have had the good fortune to participate in a number of "Kaizen Blitz's" with a client. They...
Everything Counts, The Customer Is Always Evaluating Us
Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked a lot of comments (and some justly deserved grammatical...
“Dear Occupant, I Have Insight For Your Business”
One of the disturbing trends and, I'm certain, unintended consequences of people looking at the Challenger Sale, is that we aren't really providing insight...
Insight And Value Creation
In the new world of B2B selling, sales people need to bring insights to their customers. Sales people need to help customers identify...
Customer Centricity And The Cloud
I'm venturing into a little different area than what I normally write about, but I have a real passion for software and technology. ...
Learning From Lazy Sales People
Often, when I get involved with a new client, I seek out their "laziest" sales people. You know the one's I'm talking about....
Duz Speling nd Gramer Matr?
When I was a young sales manager, my manager had a big candy jar on his desk filled with dollar bills. In my...
Wake Up! The Paradigm Has Shifted!
There have been some interesting comments about my post, If You Are Learning Your Customers' Needs You Are Too Late. Both Andy Rudin...
Collaboration-Now More Critical Than Ever
Those of us who sell complex B2B solutions to large companies live in a world that is increasingly complex. Our customers face...
If You Are Learning Your Customers’ Needs, You Are Too Late
Classically, as we qualified and engaged our customers in solving their problems, sales people focused on understanding our customers' needs. Our questioning process...
The Web, The Answer To All Our Customers’ Prayers!
Let's face it, customers really hate us. They will tolerate our marketing content—as long as it isn't too promotional—just the facts please. ...
Only One Thing Is Sacrosanct To Sales
Mid-year is approaching. I'm talking to a lot of people about where they are with quota performance. With too many, their hands...