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 know, I know, this title will create a deluge of comments from sales people and others suggesting sales managers shouldn't exist. We'll...
I was really busy, my time was filled. I start each day with my list. I dialed 100 numbers, 80 were voicemails, 15 hung up…
Hold on, before you react to this title, take a moment to understand! Talking about CRM and its impact on productivity is a...
This is the second in my continuing series on Personal Performance Metrics. Last week, I wrote about determining your Ideal Pipeline Volume. ...
I can imagine any buyer encountering this post is going to groan. The last thing customers need is a pushy sales person. ...
Our lives are dominated by patterns–some of them are habits. Patterns are the results of things we do or that are happening around...
In the past month, I've written some articles on Relationships and Partnering: "We Want To Be Your Partner," , "Relationships Don't...
We know our products, our competition, our companies well. But this isn't what counts for our customers–sure they want sales people who understand...
For those regular readers, you know I'm a bit obsessive about metrics. I measure everything. I look at my business goals, my...
I've been involved in a number of discussions about independent sales reps recently. They are a terribly misunderstood and under-appreciated sales channel. ...
It seems imitation is rampant, we're surrounded by it. Often there seem to be more imitators–copy-ers than innovators and leaders. In the music...
I was reviewing a sales situation with a client. He knew exactly what he needed to be doing. He had a good...
I received a surprising email the other day. It was from some "expert" in selling. The approach surprised me, I would have...
I've been tracking some discussions about old school approaches to engaging customers. There are a number people talking about the power of handwritten...
Innovation In Sales—sounds a little like an oxymoron, something like sales intelligence. I was intrigued by the question my friend Lauren Harper posed...
Over the past couple of weeks, I've had a number of conversations with very interesting people. Some have been providers of Sales 2.0 technology...
Management is about making choices and setting priorities. We have to choose to do somethings, choosing not to do others. We have...
The other day, I was returning to the office from a meeting. The drive was a little more than an hour, so I...
For those of you that follow me, you may think, "Here's Dave ranting about quality again." Not so fast—-the answer quantity or quality...
More than ever before, collaboration and partnering are critical to business success and sales. Internal collaboration–marketing, sales, customer service — all working together...
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