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.
Principles Trump Process!
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well as the rest of the group on Future...
Price Is NEVER The Only Decision Criteria!
I have to admit being a little frustrated. Over the past two weeks, I must have done a couple of dozen opportunity reviews...
Understanding Our Customers’ Decisionmaking Processes
Understanding how our customer will make a buying decision is critical to our success in selling. It's common sense, it's trained into us...
Creating Crap At The Speed Of Light
Before starting, I have to admit I'm a bit of a geek. I love technology, I love leveraging the latest tools to help...
Are We Building Our Sales People’s Leadership Capabilities?
More and more the thought of a sales person as an "individual contributor" or "lone wolf" is no longer appropiate in most of today's...
Sales Manager Or Individual Contributor?
In many organizations, sales managers also have a personal sales territory. The practice is not limited to small organizations, I've worked with a...
We Have To Invest In Revenue Generation
A key goal of most businesses (profit and not for profit) is revenue generation. After all, without revenue, the business can't exist. ...
Can You Afford Not To Invest In Sales?
I talk to a lot of entrepreneurs and owners of small businesses. A topic that comes up frequently is, "How do I afford...
Effective Sales Coaching-Closing The Loop
Great coaching is one of the highest impact activities a sales manager can undertake. A key element of the sales manager's job is...
Those Pesky Details! Making Things Happen
My last post, Effective Sales Coaching–Closing The Loop, has generated some interesting feedback. One of the thoughts that came up is our...
Sales Information Is Not Sales Intelligence
I'm a tremendous fan of many of the Sales 2.0 tools. I think any high performing sales person must exploit these tools to...
Is The Profession Of Sales At An Inflection Point?
"An Inflection Point is a point on a curve at which the sign of the curvature changes." "Think of it as a turning point….This...
The Difference Between Good And Great
What's the difference between good sales people or sales managers and truly great ones? I guess we can come up with lots of...
A Question Is More Powerful Than A Statement!
There are few sales professionals that would argue with "A question is more powerful than a statement." I've spent a lot of time...
Can You Make Your Annual Quota In 80 Days?
We're all busy. We run from meeting to meeting, we're busy doing research, reports, working on social media…. The list can go on....
Does Our “Value” Align With How Customers Define Value?
Over the past week, I've been writing a lot about Value. We build our organizations around creating and delivering value. Yet, only...
Defining Value
After I published my post, Rethinking Value, an interesting discussion/debate ensued on Twitter. I followed it for a while, but then got lost...
Rethinking Value
I've written a lot about value propositions, but I think we really need to rethink the concept of value. Not that value propositions...
Sales Professional 3.0
Okay, okay, I know the title of this post will shock many of my regular followers. You know that I have long railed...
Value Creation Starts With Great Questions
In answering a question at Focus.com, my friend and business partner, Anthony Iannarino, made a very important observation: "Value creation isn't usually the...