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.
Oh No! It’s A RFP?!?
I recognize that I’m jumping around in my continued series on “Things we thought we understood about selling, but really don’t.” Today’s topic is RFPs.…
The Selling Process–Yep, That Again
Continuing my series of posts on the things we thought we understood about selling but really don’t, I’m tackling the selling process. I can already…
Discovery, It Isn’t All About Us
Continuing my series on selling skills we thought we knew but really don’t understand, I’m want to focus on Discovery. It’s a natural follow on…
Do More, Do Better, Do Differently….
We are driven to grow, to drive much higher levels of revenue and attainment. As I study organizations, three strategies emerge. Do More is the…
Meeting And Call Planning, Getting The Most Out Of Each Meeting
I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we…
Qualifying, A Primer
I’ve been writing a series of posts about selling basics. Too often, we take for granted that people understand these. We toss the words around,…
A Forecasting Tutorial
It was surprising to see the reactions to my post, Pipeline, Tutorial. Mistakenly, I had assumed people understood the basics around pipeline management, how to…
We Shouldn’t Be Surprised By “Quiet Quitting”
“Quiet quitting” isn’t so quiet anymore. It, also, isn’t that new. We’ve seen and, too often, ignored the signs of this phenomena for years. All…
Pipelines, A Tutorial
Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth.…
The Secret Formula For Prospecting…..
The other day, I wrote one of my LinkedIn whining posts. I was, once again, whining about how poorly people prospect. As usual, it generated…
Do Your Sellers Have A Future?
Too many leaders seem to have given up. They take high attrition rates/turnover as “the way things are.” They manage strategies around low tenure (11…
Customers And Sellers, Conflicting Systems
I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens…
Do Sellers Really Understand How Businesses Work?
I’ve been reflecting on projects I’ve been helping clients with over the past few years (in reality, I suspect I can trace it back further.)…
Business Relevance
Today, I had the pleasure of working with the students of Howard Dover’s UTD Digital Prospecting class. We were talking about the importance of business…
Sales Enablement, Upping The Game….
Again, this is one of those posts where I have to issue a disclaimer upfront. This may be my own ignorance of programs leading sales…
What Is “Value Creation?”
We know that we are supposed to create value with our customers through their buying process. But as I talk to sales people, most struggle…
Do Sales Enablement Professionals Need Selling Experience?
A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” It’s a follow on to many of the discussions about “Do…
We’ve Got The Discovery Process All Wrong!
Too often, we fail in our initial engagements with our customers. In our prospecting and discovery calls, we focus on their need for a solution–our…
Standing Out When The “Well Is Poisoned”
Recently, I’ve had a number of conversations with frustrated executives. CROs and CMOs want to have their teams do the right thing in engaging their…
What Our Customers Are Trying To Learn….
As sellers, we seem to think the most important thing to our customers is learning about our products, services, and solutions. But there’s a lot…