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.
How Do You Know If The Customer “Knows?”
As sales professionals, we are supposed to be masters of effective communication, yet too many times we overlook even the simplest of issues. We've sent...
What’s Next? Do You Really Have A Deal Strategy?
I must review hundreds to thousands of deals every year. Often, sales people struggle, the deal is stalled, they are losing traction, they...
“I Made A Mistake”
I had a great conversation with a remarkable executive the other day. We were talking about the sales strategies he had established for...
Where’s “The Decisionmaker?”
That's the $64K question for all sales people. Who's the decision-maker and how do we get access to her? Conventional sales wisdom...
Performance Management Friday — Wallet Share
This week we'll focus on a metric critical to major, global or key account managers. For those of you with broad territories and...
Customers Don’t Know What They Don’t Know
Where do we find new deals? How do we get customers energnized about the deals we are talking to them about? How...
When Do You Stop Qualifying?
Today I was asked the question, "Do you have to keep qualifying through the sales process?" It's a good question–one that is too...
Performance Management Can’t Be Delegated Or Abdicated!
A key aspect of the manager's job is performance management. Surprisingly, I seem to run across a fair number "managers" that don't own...
We Are Who We Hire
The other day I received a call from a troubled CEO. He ran a small company. "My sales people aren't producing results!...
Performance Management Friday — It’s Not About The Numbers
Today, I want to take a pause in this series. Over the past couple of months, each Friday, we've looked at different performance...
Hanging Out
I was on my bike last weekend, riding to the beach to hang out with my nephew. He's a really cool guy, a...
Performance Management Friday — Getting Personal
For this week's Performance Management discussion, I'm shifting gears quite a bit. It's a topic few sales people think about as an aspect...
Wishful Thinking And Intent
Wishful thinking and intent can look a lot like the same thing. They are similar in that they focus on a future goal...
Sales Transformation-Without The Customer
The other day I was reading a very thoughtful piece, from someone I respect. It was about critical success factors in transforming the...
Innovation And Improvement — Whose Job In Sales Is It?
Before I jump ahead, let me first tackle the basic notions of innovation and improvement in sales. Too many may look at this...
Performance Management Friday — Balanced Performance
As sales people, we may be responsible for a lot of different things—we may have a number of product lines we can sell, we...
When Nurturing Becomes Pestering
Everyone want to nurture their customers and prospects. We want to provide them meaningful, relevant content. We wnat them to be informed...
Return On Your “Selling” Investment
Some who have been following me for some time may be a little surprised about this title. I'm always focused on creating value...
Who Are You Building Your “Customer Experience” For?
Customer experience is a hot topic. There's lots of activity with companies building better customer experiences, whether it's focused on the "buyer's journey,"...
Do We Really Want To Provide Customers Added Value?
I've been wondering a lot about added value recently. We all talk about it, I've written about it, but often I think...