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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.

With No Road Map Or GPS, We Lose Our Way

Imagine you are in a new city. You've just landed at the airport, you have just enough time to drive to a critical...

Sales, Marketing, Big Data, and Stories

Many pundits, including me, believe predictive analytics and big data are becoming the "killer apps" for sales and marketing. Developing deep understanding of...

Customer Experience And Silos

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...

Getting Marketing And Sales Together

I commented on the results reported in IBM's outstanding survey of CMO's. The absence of concern about aligning and working with sales...

Marketing And Sales-Inseparable

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...

Curiosity — A Critical Trait Of Great Sales People

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...

Sometimes The Customer Just Needs To Decide!

I was reviewing a sales situation with a client earlier today. The sales person had done a fantastic job in managing the sales...

Shifting The Curve

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...

Are Your Deals Slipping?

One of the biggest problems sales people face is their deals slipping. We forecast a certain close date, then it slips, and slips,...

Performance Management Friday — Compliance Is Not The Point Of CRM Systems!

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...

Selling Process Or Buying Process?

My post yesterday, The Secret To Sales Success, stirred up a twitter discussion about whether there is a Selling Process or if everything is...

The Secret To Sales Success

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...

A LinkedIn Rant

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...

You Have To Care To Differentiate Your Value

The rise of "Big Data," rich analytics and other capabilities enables sales and marketing professionals to engage the customer in very different ways. ...

Doing What It Takes, Figuring It Out

I had a conversation with an interesting individual today. It was a fascinating conversation–different from so many that I have with sales people....

Coaching Is Tough Enough, Why Do We Make It More Complicated That It Need Be?

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...

Maximizing Sales Management Impact

Sales management is one of the toughest jobs around—particularly that of the first line sales manager. Fundamentally, our job is to maximize the...

Are Your Customers Doing The Right Job Of Qualification?

"What are you talking about Dave? Qualifying is the job of sales, why are you talking about customers qualifying opportunities?" It's absolutely...

What About Challenger Buying!

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,...

Facing Reality

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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