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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.

Why Do Sales Managers Exist?

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...

It’s Just A Numbers Game

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…

CRM, The Biggest Sales Productivity Drain In 10 Years!

Hold on, before you react to this title, take a moment to understand! Talking about CRM and its impact on productivity is a...

Performance Metric Friday – Pipeline Flow/Velocity

This is the second in my continuing series on Personal Performance Metrics. Last week, I wrote about determining your Ideal Pipeline Volume. ...

Sales People, We Need To Be More Pushy!

I can imagine any buyer encountering this post is going to groan. The last thing customers need is a pushy sales person. ...

Patterns — Are We Recognizing Those That Help Us?

Our lives are dominated by patterns–some of them are habits. Patterns are the results of things we do or that are happening around...

Relationships And Partnerships

In the past month, I've written some articles on Relationships and Partnering: "We Want To Be Your Partner," , "Relationships Don't...

How Well Do You Understand Your Customer’s Business?

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...

Performance Metric Friday-Ideal Pipeline Volume

For those regular readers, you know I'm a bit obsessive about metrics. I measure everything. I look at my business goals, my...

Independent Sales Reps — A Powerful Channel

I've been involved in a number of discussions about independent sales reps recently. They are a terribly misunderstood and under-appreciated sales channel. ...

Imitation May Be A Sincere Form Of Flattery, But It’s A Loser’s Strategy

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...

Selling Is The Easy Part, It’s The Buying That’s Difficult

I was reviewing a sales situation with a client. He knew exactly what he needed to be doing. He had a good...

My Name Is Not “Occupant Or Current Resident”

I received a surprising email the other day. It was from some "expert" in selling. The approach surprised me, I would have...

The Handwritten Prospecting Letter

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

Innovation In Sales—sounds a little like an oxymoron, something like sales intelligence. I was intrigued by the question my friend Lauren Harper posed...

How Do All The Pieces Fit Together?

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...

Either

Management is about making choices and setting priorities. We have to choose to do somethings, choosing not to do others. We have...

Paying Attention

The other day, I was returning to the office from a meeting. The drive was a little more than an hour, so I...

Quantity Or Quality

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...

On Collaboration And Partnering

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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