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.
Just Promoted, New Sales Manager!
You’ve just gotten promoted. You’ve moved from being an individual contributor to managing a team. As you reflect on what do you do in your…
We Need Sellers Who “Sell,” Not Take Orders
I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few…
Outsourcing Coaching….
It started as an intriguing call. The VP of Sales called to ask for my help, “I need you to coach my people.” I started…
The Future Of Sales Is Virtual…..
It seems the pandemic has created a new future for selling. Apparently, it’s virtual. According to so many, we’ve discovered that we can accomplish so…
Knowing Your Numbers
I’m always stunned by the number of sales people and leaders that don’t know their numbers. By that, I mean the numbers that help them…
“Getting Back Out There”
I have to admit, I’m going stir crazy. My days are filled with back to back Zoom, Team, Skype meetings. I’m “connecting” with people, perhaps…
Are You Being Helpful?
We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each…
Banish Farmers And Farming!!
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. Possibly one of…
Your Forecast Is Not About The Numbers!
Let’s try a thought experiment. Imagine you are a VP of Sales. You see tremendous opportunity coming out of the pandemic and in the economic…
What’s The Purpose Of A Pipeline Review?
I sit in dozens of pipeline reviews. They all tend to have the same format, someone displays a pipeline chart–sometimes a standard report in the…
Acting On Purpose
“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate…
What Do Our Customers Care About Now?
We are experiencing the mother of all “trigger events.” No company, no community, no region is immune to the health and economic challenges created by…
Thinking About “Conversational Intelligence”
Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. Just to be clear, for the purposes of…
Your Value Proposition Must Be More Valuable Now!
Creating value with our customers has never been more important than it is now. Our customers face issues they have, probably, never had to deal…
Taking Care Of Our People
I’ve written a lot about how we should be selling and engaging our customers through the current crisis. Let me shift my attention to taking…
What Do We Stop?
There are endless articles about what we should stop doing, as sales and marketing professionals, as a result of COVID-19. I think a lot of…
COVID 19 Lessons For Current And Better Times
The COVID 19 crisis is forcing all of us to deal with issues few of us have ever faced. The risk, complexity, uncertainties, fear are…
Automation Run Amuck
Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the…
Buying During Difficult Times
Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the…
“The Times, They Are ‘A-Changing…”
This post is a departure from my normal diatribes on sales, leadership, business strategy, personal development. It’s a brief commentary and observations on what each…