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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.

Creating Crap At The Speed Of Light

There are a huge number of tools available to help sales professionals be more effective and efficient. Properly used and implemented they can...

Pattern Recognition And The Sales Process

The human brain is an awesome instrument! One of the things it enables us to do, sometimes almost unconsciously, is to instantly recognize...

How Easy Are You To Do Business With?

I have to admit, I'm writing this out of a little bit of frustration. I have a prospect, it's virtually impossible to communicate...

Media Business In Trouble

The media business is changing. Traditional media–newspapers, journals, and magazines are struggling to refine their business models. Figuring out how to make...

“Have I Got A Deal For You!”

The phone rang, I picked it up. The voice on the other end went into it's pitch, "Hi, I'm so and so. ...

Differentiated Value — Just Good Enough!

These days, so many of the conversations among sales professionals and pundits is about challenging our customers, about getting them to think differently, about...

What Do We Do Next?

Every year, I sit through hundreds of deal reviews. They all seem to go the same way. The sales person talks about...

Customers Are Self Educating/Informing, But What Are They Learning?

We all know the shifts in buying. The web offers a tremendous resource to all of us. There is an overhwelming amount...

Are We Allowing Ourselves To Be Commoditized?

My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills And Value Creation." Usually, Anthony and I are so aligned in...

Prospecting-Exhausting All The Alternatives

Truth be told, most sales people would prefer to have a root canal than prospect. Sales people do deals—we love the engagement with...

Sales Process, A Special Version Of Project Management

Recently, I met with the executive team of a large consulting/systems integration company to discuss Sales Processes and why was critical for their organizations...

Are We Speaking The Customer’s Language?

Recently I was in China in a series of meetings with CEO's of Chinese companies. The meetings were great, but we each struggled...

If You Don’t Know Where You Are Going, Any Road Will Get You There

A well known saying, "If you don't know where you are going, any road will get you there." I'd like to add a...

Customer And Market Transitions Wait For No One

I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We got knocked on our tail last year. Market...

What’s In It For The Person Paying The Bill?

I received a frustrated email from a colleague the other day. He described a sales situation—he's selling a solution that creates a tremendous...

Five Conditions Your Sales Process Must Satisfy

A strong sales process is critical to our effectiveness as sales professionals. Without a strong process, it's comparable to an aimless walk—we may...

Learning From Our Subordinates

One of the key roles of any leader or executive is to teach, coach, develop our people. Our people are all too eager...

Before You Pick Up The Phone!

I'm constantly amazed at the calls I get. People calling me, with little idea about who I am, what I do, what my...

Does Every Review Become A Deal Review??

I sit in hundreds of review sessions every year. Pipeline reviews, territory reviews, account reviews, opportunity reviews, call reviews. An odd thing...

Taking Shortcuts

We all take shortcuts. We want to find the path of least resistance, we want to get to the goal in the shortest...

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