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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.

Performance Management Friday — Funnel Churn

Have you ever looked at your funnel, or that of one of your people (if you are a manager)–on the surface, it looks healthy....

What Are You Worth To Your Customer?

Today, Anthony Iannarino and I had a discussion on Focus.com on the Perils of Discounting. As an aspect of the conversation, we...

Critical Closing Skills

Every once in a while a sales manager calls me, "I have a sales person who can't close, can you help him?" Sometimes...

Earning Our Way — No More Excuses!

It distresses me, but too often I encounter people with "entitlement" attitudes. They express this in various ways, "I work really hard, why...

Performance Management And Accountability

Years ago, a manager used to tell us, "Your increases will become effective when you do." It was a funny way of reminding...

No Way To Prospect

I opened the email: "David, Do you give product reviews? " Hmmm, I thought. An unusual approach, is this SPAM? No introduction, no...

Performance Management Friday — Activity Measures

For the past several weeks, I've been focusing on various aspects of the funnel/pipeline. We've explored different measures or KPI's that can be...

Talking About Price!

There have been a number of interesting blog posts and discussions going on about when it's appropriate to talk about price. Most sales...

What If You Sold What Customers Wanted To Buy?

We know what we want to sell. We've ben trained, we have all our brochures and presentations. We struggle and pitch. ...

The Meeting

You've spent all this time trying to get through to the prospect. You've finally reached the customer and set up the first meeting....

What’s Your Approach To Managing Performance?

As leaders and sales managers, a key aspect of our jobs is to manage performance. I find lots of different approaches people use,...

Performance Management Friday — Average Transaction Value

Over the past few weeks, I've focused on various pipeline/funnel metrics that sales people should consider in assessing their own productivity. In the...

Steeling Myself For The Aftermath Of DreamForce

It's not just an Dreamforce occurrence, it happens with every conference I attend. I'm now having to deal with the aftermath of participating...

Will You Let Me Buy, Rather Than Trying To Sell To Me!

Today, I was doing some research on upgrading a product I currently used. I wasn't sure about what would be included in the...

Finding The Time

Last week, while at Dreamforce, I had a conversation over coffee with a relatively new sales manager. He was excited about the job...

Performance Management Friday — Funnel Balance

On previous Friday's, I've written about Ideal Pipeline Volume, Flow/Velocity, and Sales Cycle. All are important to making sure you will make your...

Strategic Thinking, Getting The Big Picture

I've been participating in an interesting conversation at Focus.com— "What are some non-selling skills that sales reps need to master?" Leanne...

Opportunity Solving

As sales professionals, we learn a lot about problem solving. We focus on understanding our customers' problems, determining their needs and presenting compelling...

Personal Productivity-CRM and Sales 2.0, Critical For Success!

On the eve of Salesforce.com's annual user meeting, Dreamforce, somehow it seems appropriate to talk about tools. Before I get into that, if...

Performance Metric Friday – Compressing Your Sales Cycle

Last week, I wrote about Pipeline Flow and Velocity. A good measure of the flow is to look at the sales cycle in...

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