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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.

“Can We Collaborate?”

To be fair to my readers, this is a rant, if you aren't prepared for my whining, you may want to forego this post. It...

Interruption Based Selling!

I've been following a discussion on cold calling. The topic of "Interruption Based Selling" came up, with several people taking strong stands against...

Making The Time To Sell

Virtually everything we do can be recovered. We make a bad call, we can fix it and recover from it, we lose a...

Sales Performance Management–Effectiveness And Efficiency

As sales professionals and sales leaders, we are constantly focused on achieving the highest levels of performance. We have to constantly improve–performance that...

What The Numbers Mean, Hints For Coaching!

As sales professionals, we're all very goal directed and measurement oriented. Managers leverage numbers heavily in managing and coaching performance. But there's...

Bashing The Competition!

The other day, Charlie Green, Anthony Iannarino , and I had a discussion on handling the competition. Charlie posed the question, "Is it...

Anticipation and Preparation

The other day I watched an outstanding video by Tibor Shanto, Preparation Trumps Rejection. Tibor focuses on how to increase your prospecting effectiveness...

The Early Bird Gets The Worm-Lessons For Sales

We all know customers are changing the way they buy, driving changes in the way we must sell. The traditional role of a...

Earning The Right To Be A Value Creator

Yesterday, I wrote about Value Creation. One reader raised an interesting point in a discussion on LinkedIn. He said his customers really...

Do Your Customers See You As An Interruption Or Value Creator?

We struggle to get customers to see us. There are hundreds of blog post, articles, training programs, and other sources that offer ideas...

If Your Sales Organization Is Underperforming, Would You Know?

"Well duuuuuh Dave, what a stupid question, isn't easy to tell? After all, isn't easy to tell, we're either hitting our numbers or...

Who Are The “Sales Influencers” In Your Company?

Lori Richardson posed a very challenging question at Focus.com: "What is your definition of a "sales influencer" in a B2B organization?" I...

Is Your Closing Presentation Meaningful To Your Customer?

Recently, I've been reviewing a lot of closing presentations. It's been for a variety of companies, in different industries, giant and small, around...

Win Or Lose, Do It Fast!

The only thing worse than losing is losing after a loooonnnnnnng sales cycle. I'm constantly amazed at sales people investing time and resource...

The Key To Differentiation

Differentiation is critical to sales. It sets us apart, enabling our customers to distinguish between alternatives. In the absence of differentiation,...

Customer Retention, Customer Service, Customer Experience The Rant Goes On

A couple of days ago, I ranted, in part, about my experience with my past computer supplier. We had depended on their computers...

Customer Retention, A Rant

Business is tough everywhere. As sales professionals, we struggle to find business and meet our quotas. Losing business that you had previously...

Stop Spending So Much Time Coaching The Bottom Of The Funnel

It's approaching the end of the month and quarter. Everywhere I turn, people are focused on closing deals– focused on making the quarterly...

No Room For Farmers!

Sales people are often described as Hunters or Farmers. Hunters have been characterized as chasing after new customers and new opportunities. Farmers...

Coaching-It’s Not About Giving The “Answer”

Coaching is critical to improving performance–regardless the role we are in. Professional athletes rely on coaches to improve their performance, to help them...

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