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.
There are a huge number of tools available to help sales professionals be more effective and efficient. Properly used and implemented they can...
The human brain is an awesome instrument! One of the things it enables us to do, sometimes almost unconsciously, is to instantly recognize...
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...
The media business is changing. Traditional media–newspapers, journals, and magazines are struggling to refine their business models. Figuring out how to make...
The phone rang, I picked it up. The voice on the other end went into it's pitch, "Hi, I'm so and so. ...
These days, so many of the conversations among sales professionals and pundits is about challenging our customers, about getting them to think differently, about...
Every year, I sit through hundreds of deal reviews. They all seem to go the same way. The sales person talks about...
We all know the shifts in buying. The web offers a tremendous resource to all of us. There is an overhwelming amount...
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills And Value Creation." Usually, Anthony and I are so aligned in...
Truth be told, most sales people would prefer to have a root canal than prospect. Sales people do deals—we love the engagement with...
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...
Recently I was in China in a series of meetings with CEO's of Chinese companies. The meetings were great, but we each struggled...
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...
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We got knocked on our tail last year. Market...
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...
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...
One of the key roles of any leader or executive is to teach, coach, develop our people. Our people are all too eager...
I'm constantly amazed at the calls I get. People calling me, with little idea about who I am, what I do, what my...
I sit in hundreds of review sessions every year. Pipeline reviews, territory reviews, account reviews, opportunity reviews, call reviews. An odd thing...
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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