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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.

What If

I started my career selling mainframe computers for IBM. When I joined IBM, they were just coming off several years of an advertising...

Stacking The Deck!

I've got a terrible confession to make. I cheat. I don't want to play fair and square. I don't like to...

Average Is Over

I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average Is Over. It's a fascinating piece. ...

It’s All In Your Head!

Sales people are notoriously bad at writing things down and documenting things. I talk to thousands a year. When I start talking...

A Different Take On Challenging Conversations

I've been writing a lot about changing the conversation, about challenging our customers, about getting them to think differently. A lot of readers...

What If We’re Not Important? Part 2

As I mentioned in the previous, What If We're Not Important post, it's always difficult to imagine what we sell and do may not...

What If We’re Not Important?

It's difficult to imagine what we sell might be unimportant. It's important to us, it's how we make our living. It's important...

Performance Management Friday — Abandoned Deals

Last week, I talked about the importance of Win Loss Analysis. No one questions doing win/loss analysis, in particular, we really worry...

What Happens When The Customer Doesn’t Raise His Hand?

There has been an important revolution in marketing thinking over the past years. The move from thinking about campaigns to rich content programs...

I Thought I Had Solved World Hunger

Not long ago, my wife had to be away from home for a week. It happened to be a week that I wasn't traveling...

Do You Have The Pieces-Parts Or A Working System?

Take a look at the two pictures below (courtesy of RapidRepair.com). In one sense they are exactly the same. Both are pictures...

Performance Management Friday — Win/Loss Analysis

Win/Loss Analysis is critical in helping us improve our results. But there are a couple of perspectives in win/loss analysis I think are...

Order Taker Or Solution Creator?

The other day Seth Godin offered a short post on Sold or Bought. It offered an interesting perspective, but he didn't go far...

Who Should We Be Coaching?

I've been reading a number of different posts on the topic of "Who Should We Be Coaching?" There seem to be a variety...

The Importance Of Push And Pull In Sales

There is an interesting discussion on Focus on transforming sales organizations from Push to Pull. I can see the reason for the discussion,...

Hearing What We Want To Hear

Sales people are eternally optimistic–it's a great strength of sales people and critical. After all, we get a lot of "no's," if we...

Not Worth The “Paper It’s Written” On

Companies spend billions of dollars each year in training people on sales and related methodologies. Billions more are spent on tools like CRM systems...

It’s The New Year For Our Customers, As Well!

As we put together our strategies for the New Year, most of our focus will be on ourselves–what are our quotas, how do we...

Performance Management Friday — New Year Baggage

It's the end of the year. The New Year often represent a time for a fresh start. We have new goals and...

Looking For Ideas In All The Wrong Places

Top performers–whether they are individual contributors, managers, or executives are always looking for new ideas. They are driven for improvement and innovation. ...

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