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.
Every manager knows this, it's Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always...
The other day, I was speaking to a sales executive. We were talking about improving the impact of sales people in engaging customers,...
One of the biggest errors any of us can make is Hearing What We Want To Hear. Most of the time it's totally...
It's so easy to lose sight of our goals and what we are trying to achieve. We start with great intentions, then we...
Sometimes, I think we get customer service wrong. We try to create outstanding experiences. We survey people about the experience and how...
All of us like to fit all sorts of principles and examples into Pareto's Law. In many cases these are relevant and great...
I was in the doctor's office for a check up the other day and was fascinated with the "Pain Chart" on his examining room...
Too often, we think of the customer's buying process as something that, once we understand it, is fairly structured and defined. Our job...
pur-pose: noun, 1. The object toward which one strives or for which something exists an aim or a goal…… 2....
Most sales people are very fast-we think fast, we react, we talk. We're prepared to immediately jump in, reacting to anything that's happened...
Every organization has them, the bottom 20%, the people who are not meeting our expectations of performance. They're a problem–for themselves, for their...
Answers are what we, as sales people, are about—we look for answers from our customers, "What do they think of our solutions?" "When...
Principle (Noun): 1. a fundamental truth or proposition that serves as the foundation for a system of belief, or behavior, or for...
As sales and marketing professionals, we're consumed with the change in our professions. Buying and Buyers are changing. Those things we used...
It's clear that our customers want to be engaged differently. High performing marketing and sales organizations are reshaping themselves to respond with Insight....
Change is a struggle for everyone–individuals and organizations. The business world is littered with the carcasses of once great organizations that clung to...
As sales professionals, we're supposed to really understand our customers-their markets, industries, businesses, functions–and their jobs. It's critical in engaging them in discussions...
Without a doubt, our personal and business worlds are complicated–and getting more so. We're pressed from all sides with shifting priorities, new problems,...
As sales people, we are always concerned with out time. We can't afford to waste our time, we can't afford to have customers...
To be successful as sales professionals we have to believe in ourselves. We have to have confidence in working with our customers, in...
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