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.
Imagine you are in a new city. You've just landed at the airport, you have just enough time to drive to a critical...
Many pundits, including me, believe predictive analytics and big data are becoming the "killer apps" for sales and marketing. Developing deep understanding of...
We organize our companies by function–sales, marketing, customer service, finance, manufacturing, development, an so on. I suppose the management science guru's thought it...
I commented on the results reported in IBM's outstanding survey of CMO's. The absence of concern about aligning and working with sales...
I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, based on in-depth interviews with more than 1700 CMO's...
A trait I don't hear much about, but one that I think is critical for sales people is curiosity. When you are recruiting–do...
I was reviewing a sales situation with a client earlier today. The sales person had done a fantastic job in managing the sales...
I'm amazed by many of the discussions I read about sales performance management. At some point the "bell curve" is introduced, it's sliced...
One of the biggest problems sales people face is their deals slipping. We forecast a certain close date, then it slips, and slips,...
There's always a lot of discussion in the Sales 2.0, CRM worlds about compliance. Millions are invested in new systems–supposedly. There's a...
My post yesterday, The Secret To Sales Success, stirred up a twitter discussion about whether there is a Selling Process or if everything is...
It seems to be human nature to look for the secrets to success—the formula, if followed, will lead every sales person to the pot...
It's been a while since I've ranted, but I've hit a tipping point. It's about LinkedIn–actually, about how people use LinkedIn. I can't imagine...
The rise of "Big Data," rich analytics and other capabilities enables sales and marketing professionals to engage the customer in very different ways. ...
I had a conversation with an interesting individual today. It was a fascinating conversation–different from so many that I have with sales people....
I've been reading a lot of different stuff about coaching recently. It's good to see the different points of view, I learn something...
Sales management is one of the toughest jobs around—particularly that of the first line sales manager. Fundamentally, our job is to maximize the...
"What are you talking about Dave? Qualifying is the job of sales, why are you talking about customers qualifying opportunities?" It's absolutely...
I've written quite a bit about Challenger Selling and it's many related concepts–it is after all a different articulation of the solution, customer focused,...
One of the things I love the most about sales people is the eternal optimism. It really takes a tremendously positive outlook to...
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