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.
No Sales Model Is Forever, What To Do When What Worked Isn’t Working
Often, I go into a sales organization that is struggling and am amazed to see they are approaching the market and customers the same...
Why Would They Ever Choose To Do Business With You?
Not many months ago, I was involved in a very complex sales situation with a client. This client sold high end capital equipment...
A Frenzy Of Initiatives Is No Way To Improve Sales Performance!
Sales people and managers tend to be action oriented people. It's no wonder that when we start facing sales performance problems, our natural...
SPAM Works!
I've been getting some interesting responses from my post, When Will Sales People Stop This Insanely Stupid Behavior? A number of folks have...
When Will Sales People Stop This Insanely Stupid Behavior?
Why do executives, marketers, and sales people continue this insane behavior?! Why do they invest their time and precious budgets in creating meaningless SPAM...
Being Helpful To Customers Must Be For Profit!
I write a lot about being customer focused, about helping customer identify new opportunities, look at new ways of growing, assess new ways of...
Sitting On The Customer’s Side Of The Desk
Not long ago a sales person called be with an idea that I thought was interesting. He was "pitching" a concept, it was...
Customers Don’t Know How To Buy!
One of the biggest mistakes sales people make is overestimating their customers' knowledge of how to buy. As a result, sales people miss...
Dear Mr. Customer: I Try Hard To Be A Great Sales Professional
Last week, I met with a sales team I'd been coaching on a large opportunity. For the most part, they were doing everything...
Buyer Persona’s — A Great Starting Point For Sales!
I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this concept heavily in all marketing and sales programs is missing a...
Are We UnderPerforming Our Potential?
Last month's Harvard Business Review focus on, of all things, Failure. One of the most interesting articles was "Why Leaders Don't Learn From...
Sales IS A Numbers Game!
Sales is a numbers game–there is absolutely no doubt about that. Our "numbers" are well publicized throughout the organization, they are indelibly imprinted...
“Can I Have 15 Minutes Of Your Time?”
The phone rings, I answer, the voice on the other end asks, "Can I speak to the person in your company who is responsible...
Are You Playing For Table Stakes, Or Are You Differentiated?
It used to be great products that set us apart—more features, functions, bells and whistles. Products are no longer the differentiators—at least on...
You Need To Know What’s Keeping Them Up At Night!
"What's keeping you up at night?" It's a classic question many sales people use to start identifying their customers' needs and priorities. ...
It Doesn’t Matter What We Know, It’s What The Buyer Needs
Companies spend $100?s of millions every year in training sales people about their products and solutions. As sales people, we are proud of...
Purposefulness-Getting What We Want versus Getting What We Get
As sales professionals, we all know what we want—-We want to win the deal, We want to beat the competitor, We want to make...
When Customers Really Want To Buy-Perishable Demand!
A couple of weeks ago, I really needed to make a relatively major purchase in support of a project I was doing for a...
Metrics, It’s All Relative
A couple of weeks ago I wrote a piece, What We Miss About Sales Metrics. In some of the discussions around that piece...
There’s More To The Discovery Process Than Identifying Needs!
After Qualifying, I believe the Discovery Phase of the sales process is the single most important part of the entire process. If executed...