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.
Goal Attainment Is More Than Making The Number!
Over the past couple of weeks I’ve had a lot of conversations about sales performance. It’s largely driven by planning for the next calendar year.…
“The Joy Of Selling…,” Have We Lost It?
As a preface, my friend, Hank Barnes, wrote me saying he and several others are declaring October 12 as “World B2B Pet Peeve Day.” He…
Is This Problem Important For Your Customer To Solve?
We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority…
Moving From Product Features To Insight
Recently, I was doing a workshop with a really great sales team. We were talking about how to engage prospects and customers more effectively. They…
Are You Important To Your Customer?
I have to admit, and apologize to a few folks, I lost it in a meeting today. We were talking about an account strategy. ...
Value Realization, Value Positioning, Value Creation
As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. The concept…
Creating Places Where People Want To Work
A new word/concept is creeping into my vocabulary, “The Great Resignation.” I have to confess, I’m not seeing much of this in my clients–at least…
“Selling Internally,” Driving Transformation
We tend to think differently about our behaviors in engaging customers and “selling,” and how we drive change–particularly big change–within our own organizations. But in…
Virtual Selling Is Not The Future Of Sales! Part 2
It’s become high fashion to declare the future of selling is “virtual.” While F2F, telephone, text, and other approaches will continue to exist, everything is…
Virtual Selling Is Not The Future Of Sales! Part 1
As we emerge from the pandemic, there are a lot of discussions about the future of sales. A lot of the discussion focuses on virtual…
Who Is OUR Buyer?
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are doing some great work in helping us rethink the question of “Who is…
Give Your Sales People What They Need!
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail…
What If You Couldn’t Discount?
How would buying and selling change if you couldn’t discount? What if the price is the price period? There would be no more, “If you…
Thinking About Objections
Sales people have always had a bit of a weird mindset on objections. We do everything we can to avoid them. We go through all…
What Is The Objective Of This Call?
Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I…
What If We Started With A Blank Sheet Of Paper?
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively…
How Value And Value Creation Evolves
It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our…
“How Would You Rate Your Recent Call Experience With Irene M?”
It’s become de-rigueur, after a call to a customer support center, an email is sent asking for an evaluation of the agent. Yesterday, I was…
Rethinking Qualification
Qualification is, perhaps, one of the most important factors to our sales success. If we chase the wrong deals, if the opportunity is an “opportunity”…
The “Secrets” Of Sales
Recently, I was approached to talk about The Secrets Of Sales. When asked, it caused me to pause. On reflection, I realized, there are no…