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.
I started my career selling mainframe computers for IBM. When I joined IBM, they were just coming off several years of an advertising...
I've got a terrible confession to make. I cheat. I don't want to play fair and square. I don't like to...
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average Is Over. It's a fascinating piece. ...
Sales people are notoriously bad at writing things down and documenting things. I talk to thousands a year. When I start talking...
I've been writing a lot about changing the conversation, about challenging our customers, about getting them to think differently. A lot of readers...
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...
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...
Last week, I talked about the importance of Win Loss Analysis. No one questions doing win/loss analysis, in particular, we really worry...
There has been an important revolution in marketing thinking over the past years. The move from thinking about campaigns to rich content programs...
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...
Take a look at the two pictures below (courtesy of RapidRepair.com). In one sense they are exactly the same. Both are pictures...
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...
The other day Seth Godin offered a short post on Sold or Bought. It offered an interesting perspective, but he didn't go far...
I've been reading a number of different posts on the topic of "Who Should We Be Coaching?" There seem to be a variety...
There is an interesting discussion on Focus on transforming sales organizations from Push to Pull. I can see the reason for the discussion,...
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...
Companies spend billions of dollars each year in training people on sales and related methodologies. Billions more are spent on tools like CRM systems...
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...
It's the end of the year. The New Year often represent a time for a fresh start. We have new goals and...
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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