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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.

“Still The Question Recurs, ‘Can We Do Better?’” — Abraham Lincoln

“Still the question recurs ‘can we do better?’ The dogmas of the quiet past are inadequate to the storm present. The occasion is piled high…

Gaining Consensus, “Yes?” “Meh..” “No?”

We know that complex B2B decisions are driven by consensus. The days of “the decisionmaker,” influencers, and financial buyers, technical buyers, and so forth are…

Is Attrition/Turnover Inevitable?

Every day it seems that I wake up to read new reports about work, the great resignation, people increasingly choosing to be nomads, moving from…

Improv In Selling

Readers might be a little surprised about the concept of Improv In Selling. Some would reflect on how overly scripted sales conversations are. We are…

The “Problem” Is Different Depending On Where You Sit

Imagine a customer with a problem. But that problem, is very different depending on where you sit. Let’s imagine an IT technology challenge, though we…

A Plethora Of Data

As a bit of a preface, I’m a tremendous fan of the artwork of Theodor Geisel, more commonly known as Dr. Seuss. Over the years,…

Can We Know More Than Our Customers?

Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. I…

Order, Seller, Or Buyer Centric?

Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer…

Information Asymmetry, Turning The Tables

In the old days, when I used to hail a horse drawn carriage to take me to my customers in Wall Street, one of the…

Should We Be That Surprised By The Digital Buying Journey?

The “big news” in customer engagement is the customer digital buying journey. The shift to customers preferring the digital channels over dealing with sales people.…

Why Are We Satisfied With Such Poor Win Rates?

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same…

What Sellers Can Learn From F1 Racing

I’m a huge fan of F1 Racing. It’s just fascinating to watch, learn about the teams, drivers, cars. I love looking at the racing strategies.…

Paying Attention To The Cues/Clues

It’s pop quiz time. Be honest, don’t scroll down to get the answer. Here we go: You are a seller, you get a notification that…

On Consensus Buying

We know that most complex B2B buying is a consensus process. Everybody in the buying group has to align around a set of goals in…

The “Adaptable Selling Process”

I went through my very first sales training class in the late 70’s. We were taught the various stages of the selling process. We stepped…

Top Performers Do More Of This…..

I love learning what top performers do and what drives high levels of performance. As a result, I’m drawn to articles titled, “Top performers do…

A Script Isn’t A Call Plan!

I’m almost ashamed to be writing on the topic of call planning/execution. It is probably the most fundamental skill any sales person must master. Yet,…

Predictable Buying

In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000’s of articles have been written about creating predictable revenue, and the selling activities/processed…

Misunderstanding Insights

My inbox and InMail is filled with sales people trying to provide me insight: Microsoft and Google have gotten huge results using our products!X% of…

Better Results From Each Activity Or More Activities?

Spoiler alert, this is a trick question, but probably not in the sense that you might think. Recently, I got sucked into a LinkedIn conversation…

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