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.
Why, How, Who, When, And What
There’s a huge difference between what our customers go through to buy and what most sales people do in trying to sell those customers. ...
The Complete Sales Professional
Dreamforce is coming up next week. As a result, I’ve been inundated with emails from people and companies inviting me to one of their...
The Perfect Prospecting Letter (???)
I receive lots of requests from sales and marketing experts to promote things they are doing, whether it’s a webinar, eBook, Book. Most of...
Great Customer Service Doesn’t Equal Great Customer Experience
I have to admit writing this post out of frustration. I’ve been, at the encouragement of the service provider, changing our mobile plans to...
354 Sales Conversations In Just A Week!
I was astounded to read an article from a very enthusiastic sales person. He talked about the 354 conversations with C-Level executives he had...
Lead Gen, Marketing, Nurturing And Other Musings
The other day, I wrote, Just Because I Downloaded Your eBook. I was surprised by some of the discussions from sales and marketing professionals. ...
Relationships Are Rooted In Action
Relationships are important in selling. However, I think too many are have the wrong idea about what relationships are. Too many think relationships are rooted in...
Just Because I Downloaded Your eBook……
Marketing and sales really need to get their acts together. I’m almost hesitant to click on a download for an eBook or White Paper. It’s not...
Beating Lower Priced Competitors
I read an interview with a very well known sales pundit on the “6 Ways To Beat Lower Priced Competitors.” At the end, I...
If We Make It About Price, We Force The Customer To Make It About Price
This post should be filed under the “I’m not creative enough to make these stories up. ” A close friend is VP of Procurement for...
Never Apologize for Selling or Being a Sales Professional!
I have to admit I get just rip roaring pissed off with a lot of the rhetoric–some from very smart people about selling and...
How Much Time Will Our CRM System Take From Me?
I’m working with an organization implementing it’s first CRM system. They’re both excited about the tool, but worried about it. One of the managers just...
Can You Show Me Your Plan For This Interview?
Recently I was asked to my views on the best interview questions for sales hires. It was published in a great ebook from Openview Ventures. Be...
Hanging Out Where Our Customers Hang Out
I recently saw an infographic from the Brighton School Of Business entitled, “Do You have What It Takes To Become A CEO?” There was a...
Curiosity, Critical For Sales And Leadership
Curiosity may have killed the cat, but it is a critical competency for top performing sales people and sales leaders. Oddly, enough, I’ve seldom...
Stop Wasting Your Money On Sales Training!
This title will draw several immediate reactions. There’s probably a round of cheering from those who’ve been subjected to bad sales training programs. Simultaneously,...
Are You Creating Value In Every Customer Interaction?
In an outstanding post, Why Sales People Need To Create Value, Not Just Communicate, Bob Apollo cites a data point from Forrester:Â “Prospects say...
The Costs Of Doing Nothing
I suspect the biggest costs both we (individually and within our organizations) and our customers incur is not the spending on new programs, solutions,...
The Definitive Guide To The Future Of Selling
The debate rages, there are 100′s of articles discussing the future of selling. To many, the future of selling is social; to another large...
LinkedIn Networking Run Amuck!
I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything...