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.
“Did I Do My Best To….”
I’m a big fan of Marshall Goldsmith. One of the methods he uses to help people continuously improve is his set of questions, usually phrased,…
Win/Loss Analysis–Are You Learning As Much As You Should?
I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some…
The “Heavy Lifting” In Buying And Selling
Selling is difficult. We have to find opportunities for our products and solutions. We have to assess the customer interest in considering our solutions. We…
It’s A New Year, What Should We Be Asking Ourselves?
It’s a New Year. Somehow, even if we don’t believe in New Year resolutions, we use the New Year as a moment to refocus and…
Sales And Marketing Alignment Or Integration?
I wonder if we need to rethink our concepts of sales and marketing and how we organize to provide those functions within the organization. Looking…
Leadership Malpractice
I hate to start posts with a disclaimer, but I will. This post and topic may be viewed as controversial, many executives and leaders will…
What Are The Two Biggest Factors Impacting Your Win Rate?
I get into a lot of conversations with sales people and leaders about winning business. Win rates are too low, I ask people...
How Do You Want To Be Sold?
Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking...
Is The Future Of Selling PLG?
I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives.…
Our Selling Process Can Help Our Customers Buy
From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s…
The Customer Focused Sales Process
We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages…
Everyone Has A Customer
We struggle to be “customer focused.” Somehow, our priorities and goals have precedence over understanding and helping our customers. At the same time, we know…
Our “Success” Blinds Us To Our Underperformance!
Not long ago, I was speaking with the executive team of a fairly large company. A frustrated CRO had invited me to help, he was…
Do We Really Want Our Sales People To Be Value Creators?
In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers,…
The Digital Buying Journey Is Very Human
We see tremendous research on the digital buying journey. We know customers spend more of their buying journey finding information in digital and other channels.…
The Pandemic, What Buyers Discovered
As sellers, the pandemic has forced us to rethink our work and how we engage our customers. We’ve seen customers cancel “high priority/committed projects,” and…
The Great Reinvention!
There’s a lot of talk about the Great Resignation. Partly, a result of the changes in work resulting from pandemic, partly things that have been…
Great Design Starts From The Outside
I’ve spent some portion of my career with product designers. It has given me the opportunity to hang out with a lot of interesting people,…
The Future Of Work Is About More Than Work!
We are facing, possibly, the greatest transformation in the nature of work since the industrial revolution–where we moved from primarily agrarian based work to industrial…
The Problem With The Data….
Data has always been a little problematic. Too often, we find the data that supports what the views we may have already formed. We may…