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.
Getting The Digital Buying Journey Wrong
I visited the website of a very large enterprise software provider. I found myself at this website to help me better understand some of the…
It’s Account Planning Season
Now that SKO season has passed, we’ve got our annual quotas, we’ve started rebuilding our pipelines after depleting them at year end, we’re into account…
The New Sales Process
Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them…
The Digital Buying Journey Frees Us To Create Real Value!
We misunderstand the customer digital buying journey and what it means to our customers and to sellers. Too many focus on the ability of customers…
Data Is Data, Not Laws Of Nature!
Over time, I’ve noticed some striking things about data and how we misuse it. Too often, with the singular exception of Revenue/Quota attainment, we treat…
Why Are Sellers So Anxious To Kill Off Selling?
There’s a huge amount of discussion about the digital buying journey and the shifts our customers are making to “Rep-Free” buying. We have plenty of…
It’s All About Retention And Growth!
Ask any sales leaders, particularly those in SaaS based sales approaches, retention and growth in current customers is critical. There’s a lot of data supporting…
Rethinking Value
I was having a fascinating conversation with a good friend and client. We were talking about the challenges his people had in articulating value and…
The New Sales Channel
Channels “partners” have been a part of sales ever since sales have existed. Channels are a high impact route to market, they enable us to…
Chasing The Money
Opportunities for sales people are skyrocketing. As we emerge from the pandemic, as organizations cope with the “great resignation,” there are more opportunities than there…
What Does The Customer Need To Move Forward?
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in…
54% Of Buying Journeys Fail!
This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts…
Driving Innovation In Selling
How do we innovate in selling? How do we change, adapt new methods, approaches, even entirely new business models to engage our customers more effectively?…
What If There Were No Salespeople?
Let’s try a thought experiment. Let’s extend all the trends we see around the mechanization and automation of sales. Let’s look at emerging trends around…
RFP’s?
I was doing a Q&A after a keynote at a SKO. It was a very sharp group of sales people committed to improvement. A question…
“What Do You Think Cold Calling Is?” Again?????
Apparently, I stuck my foot into my mouth, but I’m getting use to the taste of shoe leather. It’s Friday, it’s been a busy week.…
“Did We Do The Right Thing?” Customer Engagement, It Can Be Really Simple!
We struggle with customer/prospect engagement. We send endless emails trying to engage them. Our autodialers help us make 1000’s of calls, in the hopes that…
Fixing Our Win Rates! Improving Performance!
I wrote, Win/Loss Analysis–Are You Learning As Much As You Should? As I mentioned in that article, I continue to be amazed by how casually…
The Ethics Of The “Unsubscribe”
Recently, I’ve had some “interesting” conversations with the CMOs about their email marketing strategies and the marketing messages they are inflicting on me. I There…
The Algorithm Conundrum
Everything in marketing and sales is about “the algorithm.” Each of us is a critical part of algorithm’s–actually we are probably critical parts of hundreds…