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.
Coaching The Sales Process — Deal Reviews
By now, you know my obsession with strong Selling Processes. It’s important, but misunderstood aspect of sales effectiveness. One of the things I’ve discovered...
SBWA — Selling By Walking Around
Tom Peters and Robert Waterman introduced the world to the acronym, MBWA–management by walking around, in their 1982 book, In Search Of Excellence. Apparently,...
Principles Of Sales Part 3-Selling Is About Change
I’ll continue to expand my discussion of The Not So New Principles Of Sales, addressing the third principle, Selling Is About Change. “Selling is about...
Sales Training And Human Interaction
Annually, billions are invested in sales skills training. On top of that, millions are spent on books on sales techniques, thousands of articles are written. People are...
Salesperson Bites Dog, Dog Gets No Insight!
I have to confess to a shameless manipulation of you, the reader. Many of you are reading this post, attracted by the headline and...
Your Competitor May Be An App!
As consumers, everyday we see apps, great on-line stores and other technology enabled experiences that make our buying experiences easier and often more pleasant. ...
Do You Know The Answers To These Three Questions?
As you know, I’m constantly doing deal reviews with sales people. Each review is similar. The sales person has spent a lot of time...
Lot’s Of Activity, No Results!
Everyone I encounter is very busy. Virtually everyone I meet works long hours. Their schedules are filled with meetings, calls, all sorts of things. Many people...
Always Be Closing!
Recently, a number of people have asked me my thoughts on closing skills. I think they are asking me about the 8-12-15… techniques to...
Insight, The Convergence Of Strategies
Insight has become the buzzword for engaging today’s buyers. We are supposed to teach our customers–helping them identify new opportunities, areas to improve, problems they...
What’s The ROI Of Stupidity?
I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some...
How Can We Deliver Insights Without Critical Thinking Skills?
Both marketing and sales realize we need to change the conversation with customers–if we’re going to be relevant and invited to help solve their...
Principles Of Sales, Part 2 — Value Is Exchanged
I wrote the Not So New Principles of Sales, where I identified the second not so new principle as: “Selling is about exchanges in value...
A Plan Based On “Bluebirds” Is Not A Plan
Every sales person loves a “bluebird.” Those are those orders that suddenly appear, we didn’t know about them, they weren’t in our pipeline, but...
Sales Management Review Cadence
I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s...
Leading From Behind A Desk
There are too many managers who “lead” from behind a desk. Here’s how to recognize one: They haven’t visited a customer in the past 30...
Who Are We Building Relationships With?
As sales people, we know relationships are important. I hear comments all the time, “Sales is a relationship business.” “Sales is a people business.” ...
Insight, Triggers, And Connecting The Dots
Top performing executives, business development, and sales professionals have an incredible, almost innate ability to “connect the dots.” It’s really what sets them apart...
When Will We Stop Talking About The Technology?
It seems virtually every discussion I get into about advances in sales, marketing, or business eventually gets to technology. I guess it’s sexy and cool to...
Confusing Wants And Needs
Too often, both we sales people and our customers confuse wants and needs. They are similar but very different. The outcomes we get from...