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?’ The dogmas of the quiet past are inadequate to the storm present. The occasion is piled high…
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…
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…
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…
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…
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,…
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…
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…
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…
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.…
We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same…
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.…
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…
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…
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…
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…
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,…
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…
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…
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…