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’s Wrong With Strategic Accounts?
We embrace our strategic accounts—they are our most important customers. They may be our largest customers, perhaps they represent the thought leaders in...
Walking Away
Walking away from a bad deal is tough. Too often, we don't have the courage to do this–the pressure for revenue is so...
Sales As A Special Case Of Project Management
It seems all professions have their own languages, short hand, and ways of communicating that is a complete mystery to everyone else. Recently,...
Sales Training-Sustained Performance Or The Sugar High?
Every year, US companies invest $4-6 Billion in training (From a person who really knows, Dave Stein, CEO of ESResearch). This includes internally...
We All Make Mistakes, It’s How We Recover That Makes The Difference
My last post, Even The Biggest And Best Get It Terribly Wrong, was about how none of us are immune to making mistakes–even some...
Even The Biggest And Best Get It Terribly Wrong!
Today, I get this email, it's addressed to "undisclosed recipients," which is really email-speak for "Dear Occupant or Current Resident." Here's the text...
How Did You Arrive At This Perception Of Our Solution?
It used to be that sales people were the principal source of information about products and solutions for customers. We spent a lot...
Do You Really Want To Sell?
Do you really want to sell? This may seem an odd question–since presumably many of the readers are sales professionals. But over...
In Winning, It’s The Little Performance Differences That Count
For those of you who have followed me for some time, you know I'm an avid bicyclist. Over the past weeks, I've been...
Sales Intelligence-It’s About Connecting The Dots
OK, before I start, let's get all the comments about Sales Intelligence being an oxymoron out of the way. Actually sales intelligence is critical, there's...
Mistakes New Managers Make
Transitioning from the role of individual contributor to a freshly minted New Manager is fraught with opportunities to make mistakes. In this article, I...
The First 90 Days-Critical To Management Success
The first 90 days in any job is critical to your success. What you accomplish in your first 90 days sets the pattern for...
Primer For The Newly Appointed Sales Manager
There's an interesting phenomena that happens with too many newly appointed managers-regardless their level of management, they immediately want to make their mark on...
R-E-S-P-E-C-T, All I’m Askin For
Aretha Franklin had it right, all any of us want is a little R-E-S-P-E-C-T. I could write a year's worth of posts on...
We Keep Missing Our Forecast! Deals Keep Slipping!
It's that time of year, everyone's focused on getting the second quarter done. The year's half way over, managers are reviewing deals and...
Sales/Marketing SLA’s – Are They Really A Sword Of Damocles?
There is a fascinating conversation on the topic of "Should sales and marketing have SLA's between the two organizations?" Visit Focus.com for...
Your Value Proposition Is No Longer Sufficient
Too many sales and marketing people struggle with value propositions. For some–the value proposition is still internally focused, basically an advanced form of...
The Commoditization Of Referrals
Referral's are important to sales. We want people who know us to introduce us to others who might be interested in our products...
Dear Marketing: Please Help Those Of Us In Sales
The other day, I was listening to a very interesting discussion among a number of talented marketers. They covered a number of topics...
Chief Revenue Officer?
Today, I had the privilege of participating in a Focus.com round-table with Craig Rosenburg and Carlos Hidalgo (both wickedly smart and insightful folks). ...