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.
“Playing The Game,” Measuring The Right Things, Measuring Things Right
A great client and I were having a conversation about sales performance. He’s the manager of a high performing sales team–but it hasn’t always been…
Committed To Failing
We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such…
If Cold Calling Is Dead, Why Is The Topic So Hot?
Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I…
Social Selling, Bar Hopping, And Relationship Commoditization
Listen to the proponents of “Social Selling,” and it is the future of selling. It is the way for us to “develop relationships,” extend our…
Not All Revenue Is “Good Revenue”
You are probably reading this title thinking, “Dave has finally flipped out. We knew he was headed that direction, but he’s gone!” Let me explain…
Prisoners Of Our Own Experience
Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the…
On C-Level Buying
As sales people, we learn that we are to call high. We should be reaching the top executives in the corporation. We believe if only…
Does Being On Commission Make You Untrustworthy?
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on…
“Form Triumphs Over Substance”
One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s…
“CRM Compliance”
Talking about CRM is sure to provoke huge amounts of discussion, pro and con, about these tools. First, it’s a huge revenue generation sector for…
“You Are Doing Everything Wrong!”
I got one of “those” emails. It was from some self proclaimed expert citing research from “millions” of situations. They posed a number of sales…
Sales And “Product Led Growth”
The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth…
Wearing A Blue Suit Drives Higher Win Rates
Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins,…
Time Available For Selling
Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their…
When The Incremental Cost Of Stupidity Is $0
I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. In the…
The Forecast Review
We are only a few days into a new quarter, but I’m deep into forecast reviews. We are both discussing performance on last quarter’s forecast…
Starting Over
Sales is one of the few professions where we get to start over in the New Year. Regardless how we did in the previous year,…
When Prospecting Isn’t Enough!
It seems universal, we don’t have enough in our pipelines, we have to prospect. We have to find more opportunities. But then our prospecting outreach…
Provide Coaching Or Feedback?
We live in worlds of ever increasing complexity. Somehow, in our attempts to deal with complexity, we seem to seek simplistic answers (There is a…
“Buyer’s Remorse” Grows Up
When I first started selling — way back in the dark ages — one of the things I learned about was “buyer’s remorse.” It was…