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.
Intuitive Selling—More Than A Feeling
Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Or been with someone dealing with…
Do They Have Budget???
“Do they have budget,” is a fundamental qualifying question for every seller. We have all sorts of tricks/techniques for determining this. There’s the old standby,…
Our Customers Aren’t On A Buying Journey…
Most of the time, as sellers, we focus on our self interests. As a result we spend a lot of time looking at our selling…
Chatting With CHATGPT On Selling…..
I’ve been fascinated to read about the experiments people are doing with CHATGPT. It’s a fascinating tool, offering some potentially fascinating potential. At the same…
When Our Business Models Break……
Everyday, I have conversations with a wide variety of people, whether senior corporate executives, sales/marketing leaders, sales enablement/sales ops, front line sales managers, sellers, marketers.…
Moving Beyond Insight…..
We know insight is critical in engaging our customers, helping them think about their businesses differently. Our ability to discuss relevant insights can be very…
On Sequences And “Touches”
The research tells us we need to be persistent in our outreaches to prospects and clients. To reach and engage them, we have to leverage…
The Problem With Inbound
We rely too much on Inbound leads to achieve our goals! Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Whether…
Can You “Connect The Dots” With Your Customer?
Every function, every job in an organization is somehow connected with their organization’s strategies, goals, and objectives. Every organization has goals—revenue, earnings, growth, market penetration,…
What If Buyers Were Better Buyers?
Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. Just reflect…
Onboarding New Managers
We spend lots of time and money focusing on onboarding new sellers. We provide training, tools, content to reduce their ramp time. Managers spend time…
Coaching In The Middle….
Every few years, we revisit the concept of, “Who do we coach?” I’m starting to see a series of articles re-arguing that managers get the…
Are We Creating The Value Our Customers Value?
Selling is about creating value…. Well, yeah, … but we have differing views of value, which often focuses on us and not the value customers…
On Performance Planning…..
Performance planning is one of the most powerful tools for managers and their people. Yet, too often, I don’t see organizations fully exploit the power…
Is There A Selling Career Path?
Recently, I had a fascinating conversation with a client. We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting…
I Don’t Care How Many Calls You Make Or Emails You Send!
I read an article about the key productivity metrics managers are tracking. According to the survey of over 1000 sales managers, the five most popular…
Who’s Our Ideal Customer?
I’ve taken a break from my series “Things We Thought We Knew About Selling But Really Didn’t.” Restarting it, I want to talk about our…
“It’s The Way We Put It Together, That Sets Us Apart”
Too often, when we look at high performance organizations or sellers, we tend to focus on one or two things they do, attributing those their…
SDRs And AEs, Do We Have Things Backwards?
I’ve always had a contrarian opinion about the roles of SDRs and AEs. While these roles can be very important, often, I think we have…
Do Your Sellers Know How To Converse With Your Customers?
I spend a lot of time in non-English speaking countries. My French and German are, barely passable. Sometimes, I struggle a little in Ireland, Australia,…