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.
What We Can Learn From The ER!
If you’ve ever had the misfortune to be taken to an Emergency Room, you know the concept of Triage. In triage, they aren’t trying...
What’s The Purpose Of Account Planning?
We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of...
Is The Email “Open” Really The Goal?
I read an intriguing post from Jim Keenan about Subject Lines That Work For Sales Emails. It showed an infographic about the subject lines that...
It’s Never JUST A Sales Problem!
We often get called by execs, “We’ve got a sales problem! We need your help,” or some variation on the theme. It could be,...
3 Behaviors That Drive Successful Sales People
Recently, I read a HBR Post by Ryan Fuller, 3 Behaviors That Drive Successful People. My knee jerk reaction was, “Well duhhhh thanks for...
Stalled Deals?
We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same...
If You Aren’t Building Value, Someone Else Is!
Well, actually, even if you are building value, someone else still is. We win by creating superior, differentiated value–relevant to the customer. But I’m...
Stop Wasting Time On Forecasts!
Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts. An article I wrote...
We Caught ‘Em, You Skin ‘Em (The Saga Between Marketing And Sales — Part 2)
In my last post, I outlined how buying has changed. I created a case for engaging our customers differently, more effectively. But what’s this...
We Caught ‘Em, You Skin ‘Em (The Saga Between Marketing And Sales — Part 1)
We’ve all heard some variation of the same story: Two hunters are in the woods, they’re separated. All of a sudden one hunter runs...
Who Is The Customer Experience For?
The answer to this question seems obvious, the customer experience, whether it is buying, post buying, or anytime they engage our company, is for...
Designing The Customer Experience For Our Efficiency, Not The Customers’
This afternoon, we had a problem with a critical tool that we use. I am currently on the road, running from meeting to meeting, but...
“I Can Save You More Than You Are Currently Spending” And Other Stupid Sales Ploys
We’ve all gotten the call, the phone rings, it’s a sales person. Somewhere in the first 5 sentences of his pitch, he says, “I...
You Won’t Win With The Best Product!
Sales people are obsessed with products. We know every feature, function, feed, and speed. We know the most nuanced details of the product and...
QoS–Quality Of Service
We’ve all experienced it, our mobile phone rings, upon answering all we hear is static. We move to another location — in pursuit of...
When Are We Going To Integrate Sales And Marketing?
We know customers want to us to engage them differently. There’s all sorts of research that says customers want to self educate. Other research...
You Have To Start At The Beginning
The other evening, I was relaxing, watching something on Netflix. It was a mystery thriller, with quite a complex plot that had taken some...
Learning To Teach
I’ve been writing about “teaching our customers” these days. To often, what I see of teaching is a more advanced form of a pitch. Rather than pitching...
Creating Crap At The Speed Of Light!
Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. ...
Are You ‘Pissed Off’ Enough To Be A Top Performer?
I saw a brilliant video by Tom Peters, Innovation: Angry People Make Change, be sure to watch it. Being pissed off, angry, impatient is an...