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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.

Putting A “Face” To Our Customers

As sales people, we work with customers every day. We see them, we're in their offices, we talk to them. They're very...

Performance Management Friday — Quota

I've been writing this series of posts on metrics, and how sales people and managers leverage metrics to help maximize our performance for a...

Buying Has Nothing To Do With The Product We Sell!

We constantly get it wrong, as sales people we focus on our products and what we are selling. As "sophisticated" sales people, we...

Losing

I'm writing this with some trepidation, I worry that my message will be misunderstood or used by poor sales people as an excuse. ...

What Do We Talk To Them About?

What do we talk to our customers and prospects about? To me, the answer is obvious–yet based on the calls and emails I...

Performance Metric Friday — Personal Development

As we finish the year and get ready for next year, it's time to look at our personal performance metrics a little differently. ...

Being Wrong — It Can Be A Great Starting Point

A number of years ago, I was prospecting. It was a mid-sized company. I had a very good referral to the CEO....

Let’s Put An End To Product Training!

I can already hear the distress from product managers and product marketing people. How could we possibly imagine putting an end to product...

Buyer’s Remorse

Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how do you ensure your clients don't get buyer's remorse?" ...

Before We Challenge Our Customers, We Have To First Challenge Ourselves!

I've been writing a lot about the importance of sales people challenging their customers—bringing them new insight, ideas about how to improve their business,...

Performance Management Friday — Time Management

Time Management is a top issue impacting sales productivity. It's tough to establish measures on time management. Some people keep an...

Are We Doing The Right Job In Training Sales?

A colleague, someone who's been at the top of his game in sales training for years, sent me a note the other day. ...

Insight Based Selling — It’s Not Rocket Science

There's a lot of talk about Insight Based Selling. It's a great conversation, but to some degree, I'm confused. Hasn't it always...

Our Customers Are Missing The Opportunity To

I get involved in helping launch lots of products. Clients are bringing new solutions to the market, they want to maximize the impact,...

Sending Your Sales People Out Naked, The Problem With “Challenger Selling”

Over the past month or so, there's been a huge amount of conversation about Matthew Dixon's and Brent Anderson's "The Challenger Sale." ...

Getting From Here

Imagine a contest. You've landed in a city you've never been to before. You're goal is to get to a certain location....

Performance Management Friday — Sales/Management Alignment

In this week's post on performance metrics, I'll take a step back. Rather than looking at a specific metric, I'll spend a little...

“I Don’t Need No Stinkin’ Sales Process!”

That's what I hear from lot's of sales people—not in the meetings, but when we're having a cup of coffee or a quiet one...

Selling–Doing What You Have To Do

Selling has always been a tough job. Everyday, it becomes tougher as customers leverage other resources to help make buying decisions (why they...

Buying Isn’t Important, It’s The Results Of Buying That Are Important!

We've spent a lot of time nurturing the customer. We've discussed their business strategies, problems, opportunities. We've presented case studies to show...

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