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.
Doing The Work
Sales people love to talk. Sales people love to talk about selling. Get a few sales people together, they exchange war stories,...
The Problem With Forecasting
In virtually every conversation with a sales executive, at one point we get into a discussion about forecasting. Usually it starts with the...
Tis The Season To Declare “The Death Of [Fill In The Blank]”
The other day, Paul Dunay tweeted about an article on "The Death Of Marketing." He and I ended up tweeting back and forth...
What If We Managed Our People The Way We Sold To Our Customers?
I had this brilliant idea for a post on sales leadership and organizational transformation. When we sell to our customers, we give them...
A Virtual Sales MBA Part 2
There were a number of questions arising from my, A Virtual Sales MBA Post. Rather than answer individually, I thought I'd provide a...
A Virtual Sales MBA
Matt Heinz came up with a very provocative idea. He created a self-education plan for sales professionals. A course of study or...
Preparation Enables You To Get Out Of Your Own Way
Often, I get pushback from folks when I talk about leveraging a sales process, developing and documenting a deal strategy, or researching and preparing...
Don’t Count On Your Customer To Be Good At Communicating
As sales professionals, we spend a lot of time learning how to communicate. We read countless books and articles, we learn how to...
Starting With A Clean Slate
Sales is one of the few professions when we start each new (fiscal) year with a clean slate. Everything is reset. Whether...
It’s Your Right To 100% Share Of Customer And Territory
When I first started selling, I learned a lesson that has stuck with me — and shaped everything I do since then. I...
Principles, Not Policies Drive Performance Effectiveness
"The beatings will continue until you get is right!" OK, so I've taken a bit of an extreme position, but I'm constantly amazed...
Don’t Forget Your Sales Process
This time of year always brings a convergence of all types of activity. We're closing the last deals of the year–that frenzy to make...
Aligning Your Sales Process With The Customer’s Buying Process
Aligning buying and selling processes is critical to connecting with customers effectively, creating value in each call. OpenView Labs asked my perspectives on...
3 Keys To Achieving High Performance Sales
In this video, the folks at OpenView Labs asked me "What are the keys to achieving high performance in sales?" It's difficult to...
No Decision Made!!
"No Decision Made," is increasingly what we are hearing on deals in which we've invested time and effort. In extreme cases, we...
Metrics And Balanced Performance
As we plan for the new year, many managers ask themselves the question, "What should we be measuring?" or "How should we be...
Does Your Sales Process Achieve These 4 Outcomes?
The sales process is the cornerstone to driving the highest levels of sales performance. There's so much data supporting this, one would think...
Sometimes You Just Have To Go Out And Get Your Teeth Kicked In!
At any point in any kind of new initiative, you've done all the planning, strategizing, training, and preparation you can. You've sought advice...
Ramping Up The Results Of Your Sales Calls
If you are a high performance sales professional, you always prepare your calls rigorously. Hacks are those that have mastered the art of...
How Should Sales People Be Challenging Their Customers?
Challenging, providing insight, getting your customers to think about their businesses differently is critical to engaging customers and creating value. My friends at...