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.
Relationships Don’t Get You The Order!
Before you misunderstand, relationships are very important in sales. If everything else is equal, I'd much prefer to have a deep relationship in...
What Would Your Customer Say?
A major part of what I do for a living is to help individuals and organizations improve their performance and sales effectiveness. I...
It’s Not About The Questions, It’s The Conversation
There's a huge amount of discussion about questions in selling. Entire books have been written about questions and questioning, questions are the focus...
Questions, Questions, What Are The Right Questions?
I've been involved in a number of conversations about questions recently. They've covered topics like, what are the best questions, what should we...
Will That Be One Funnel Or Two?
My post yesterday, The Death Of The Funnel, Long Live The Funnel, stirred up some interesting conversation. I thought I'd continue to stir...
The Death Of The Funnel, Long Live The Funnel
I've been reading a lot of articles, some from people who should know better, declaring the death of the funnel. I have to...
Management Reviews: More Discussing, Less Reporting
Fred Wilson's Bored Of Directors post struck a chord with me. It reminded me of the majority of management reviews I've seen. I participate...
Competition Got You Down?
Understanding our competition is critical to our success as sales people. Too often, though, I see sales people underestimating their competitors and what...
Outsourcing Our Thinking?
I love sales and selling! Being involved with customers as they are buying, working with them then winning a tough deal is such...
How Many Salesepeople Does It Take To Screw In A Light Bulb?
I've given up, we deserve all the jokes people tell about us. Stupid sales behaviors—the source of endless jokes, the reason people hate...
We Want To Improve Sales Effectiveness
"'We want to improve sales effectiveness!" is often the starting point of many of my conversations with executives. "Terrific," I respond, "What are...
What Happened To Common Sense?
I was talking to a customer today–not one of mine–possibly one of yours. We were talking about her frustrations, as a buyer, with...
A Quote Is Not The Objective!
I've noticed an interesting, yet disturbing phenomenon recently. It's sales people who think their job is to provide a quote or a proposal....
The Customer Service Call
Perhaps I'm a little grumpy, anxious to get an early start to the weekend, but I had to get this off my chest. I just...
“We Want To Be Your Partner!” Another Closing Technique?
Partnering has been in vogue for the past few years. It seems as though every sales person wants to "partner" with their customers....
Just Do It!
Nike really has it right with Just Do It! We can find endless excuses for not doing something—making those prospecting calls, finishing that report, doing...
Who Is Our Customer — A View From The Fashion Industry
It might come as a surprise to some of my readers that I consult within the fashion industry — it must be my...
Who Is Your Customer?
On the surface, this may seem an obvious question. It's been one that has been consuming me over the past two days. I've had...
Activity And Progress
We confuse activity and progress, unfortunately too often focusing on activity rather than progress. We are constantly busy–we work 50-60 hour weeks, we are constantly...
Good Revenue And Bad Revenue
There's the old — and still good — maxim in sales, follow the money. As sales people, we continue to chase the money....