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.
Exchanging Value
The discussions revolving around my post, Moving From Value Creation To Value Co-Creation, has gotten pretty interesting. I thought I'd expand on some...
What’s Quality Have To Do With Sales And Marketing?
Quality is a word I almost never hear in a discussion about selling. Sure, sometimes we sell the quality of our products and...
Connecting The Dots, Can You Do It For Your Customer?
There's a huge amount of "wisdom" about calling at the top. At times, I think we have to change corporate structures, naming far...
Are You Prepared To Have A Customer-Specfic Conversation?
Insight is the word of the year. We are all being trained in providing insight–ideas about the customer's business; how they might grow, opportunities...
Creating Social Business Success
Every week, I would venture there are over 100 blog posts or articles talking about Social Business. Too often, the focus seems to...
MOVE Or Die!
Imagine, you are in the middle of a road, a car is hurtling at 60 miles per hour (100 kph) directly at you. ...
Following The Money
Any sales professional worth her salt knows to "follow the money." Traditionally, we interpret that as, "Who has the budget?" While that's...
Avoiding Simple
It seems to be part of human nature to make things more complicated than they really are or than they need to be. ...
Customer Experience, “Being Managed Or Handled”
Every organization has (or should have) a process for "managing" customer problems. We all believe, that when a customer has a problem we...
Lean Sales And Marketing-“Every Activity Has A Context”
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a lot more to write over the coming weeks. Last night,...
Love The Insight, I’ll Write A RFP!
The good news, we've engaged our customers with stunning insights. You've gotten them excited, they're motivated, they want to change! The bad news, the...
Social Media Versus The Traditionalists
I was reading a very good post at OpenView Labs site, Can Social Prospecting Make Cold Calling Irrelevant. It's very good and you...
Do You Have Enough Confidence To Listen To Your Customer?
I think too many sales people lack confidence! Listen to them on sales calls, they're constantly on the defensive or on edge. ...
Stop Basing Your Probability Of Winning Based On Where You Are In The Pipeline!
Yeah, yeah, we all know it's how we've "always" forecasted probability and weighted our pipelines. Yes, for some reason all the CRM vendors...
Social Business Is Not About Technology!
It's hard not to be drawn into a conversation about Social Business. Everyone seems to be talking about it. Usually, one to...
Sales Operations-Under Appreciated Resource For Sales Effectiveness
Sales Operations has a different meaning for every organization. In some organizations, Sales Operations keeps the numbers—they provide all the reporting on sales...
Pipeline Integrity
The funnel/pipeline is a key tool for sales people and managers to assess performance. It provides so many insights beyond knowing whether you...
You Have To REALLY Care!
Last night, I had dinner with a great team of executives. The conversation went over all sorts of topics, but toward the end...
What Questions Are You Asking Your People?
Sales managers have a great deal of influence on the behavior of their people just by the questions they ask. Any self respecting...
I Don’t Care How Much Time You Spend Selling!
Sorry, I have to admit, I'm letting off a little steam on this post. I just got off of "one of those" weekly...