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.
Leading By Example
Every manager knows this, it's Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always...
“This Conversation Is Really About Me”
The other day, I was speaking to a sales executive. We were talking about improving the impact of sales people in engaging customers,...
Hearing What We Want To Hear
One of the biggest errors any of us can make is Hearing What We Want To Hear. Most of the time it's totally...
Why We Do What We Do
It's so easy to lose sight of our goals and what we are trying to achieve. We start with great intentions, then we...
Who Cares About “Outstanding Customer Service Experience?”
Sometimes, I think we get customer service wrong. We try to create outstanding experiences. We survey people about the experience and how...
80/20 Management
All of us like to fit all sorts of principles and examples into Pareto's Law. In many cases these are relevant and great...
“How Much Does It Hurt?”
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...
The “Squishy” Buying Cycle
Too often, we think of the customer's buying process as something that, once we understand it, is fairly structured and defined. Our job...
Purpose Driven Sales
pur-pose: noun, 1. The object toward which one strives or for which something exists an aim or a goal…… 2....
Shooting From The Lip
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...
We Can’t Ignore Poor Performers!
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...
Searching For Answers
Answers are what we, as sales people, are about—we look for answers from our customers, "What do they think of our solutions?" "When...
Everything Begins With Principles
Principle (Noun): 1. a fundamental truth or proposition that serves as the foundation for a system of belief, or behavior, or for...
Sales And Procurement, Racing Toward Each Other
As sales and marketing professionals, we're consumed with the change in our professions. Buying and Buyers are changing. Those things we used...
The Insight Driven Organization
It's clear that our customers want to be engaged differently. High performing marketing and sales organizations are reshaping themselves to respond with Insight....
“Clinging To The Familiar”
Change is a struggle for everyone–individuals and organizations. The business world is littered with the carcasses of once great organizations that clung to...
What Do Your Customers Do?
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...
Complicated Things Versus Complicating Things
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,...
Are You Worth Your Customer’s Time?
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...
Belief And Confidence, Critical For Sales Success
To be successful as sales professionals we have to believe in ourselves. We have to have confidence in working with our customers, in...