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.
Going To Extremes
I read an outstanding, but frightening post entitle The Future Of Marketing Is Extreme! Eric Wittlake outlines: "We are inundated by marketing...
Radical Simplification
There's no doubt, the world and business is more complex and this is unlikely to stop. Our customers struggle with managing complexity–though pragmatically,...
Persuasion And Communication
You can't be a great sales professional–or even a great leader without the ability to persuade! Persuasion is critical to inspiring people, motivating them to...
Reclaiming Our 70% Of The Customer Buying Process
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There were a lot of reactions, but my friend Bob Apollo of Inflection...
70% Of Buying Process Completed Without Sales Invovlement!
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired of this statement! Yes, lots of surveys show...
The Single Worst Thing A Sales Person Can Do
My friends at OpenView Labs asked for my views on "bashing" the competition. As you might guess, I have some pretty strong opinions...
Understanding The Other Side, The Value Of Skepticism
Would you trust your lawyer if she took everything at face value? I hope not. Lawyers don't take anything at face value,...
Moving From Value Creation To Value Co-Creation
As sales people we have been drilled and drilled in "Value Propositions." Over time, our concepts of value propositions have changed–as they should....
People Don’t Dislike Sales People, They Dislike Bad Selling!
People don't dislike sales people, they dislike bad selling! I wish I had said that, but it originally came from Andy Rudin—thanks for...
Getting Your People To Use The Skills And Knowledge They Already Have
I'm very fortunate to work with very talented sales executives and people. Most have very deep experience in selling. They've been through...
Sales Specialists And The Account Manager, Why Is There Conflict?
Sales specialists or overlay reps are critical in complex B2B sales. The sales specialist is just what the name implies–a specialist in a...
Your Ideas Are Worthless!
For that matter, so are your plans and strategies! We spend a lot of time focusing on these activities. We're proud of...
The Power Our Questions Offer Our Customers
Any sales person worth her salt knows how important questions are. They are critical to our success. Effective questioning gives us great...
“Content Free” Content
I haven't whined in a while, so pardon me for this indulgence. We all know that content is critical in engaging prospect and...
Metrics, Awareness, And Goal Attainment
For those of you who have followed this blog for some time, you know my obsession with metrics. I measure everything I do,...
“We Aren’t In Kansas Anymore” Going Global
Finding and serving customers around the globe used to be the province of larger companies. It was difficult for small to mid-sized companies...
“Protecting The Family Jewels” And Disruption
"Protecting The Family Jewels" is an implicit or explicit part of too many business strategies. Often the term reflects a focus on the...
If You Don’t Value Your Time, You’ll Never Value The Customer’s
In commenting on my post, Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted, my friend Gary Hart struck a chord,...
Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted
I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, customers will generally engage a supplier as late as...
Applying Lean Practices To Sales And Marketing
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales and Marketing. I thought I'd share this short...