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.
Proving Math Works
Not long ago, I was asked by some investors to assess the business plan of a start-up company. I jumped at the opportunity,...
Solving Today’s Problems Doesn’t Get You To Tomorrow
A few days ago, my friend Don Perkins had a wonderful comment on my post, Are You Selling To Where Your Customer Is Going...
Who Owns The Customer?
Earlier this week, I attended Selling Power's Sales 2.0 Conference in San Francisco. It's a great conference, Gerhard, his team, and the speakers...
Are You Selling To Where Your Customer Is Going To Be?
Wayne Gretsky attributed part of his greatness as a hockey player to, "always skating to where the puck is going to be, not to...
Why Didn’t You Buy From Me?
"Why Didn't You Buy From Me?" This six and a half word sentence is probably the most difficult, but one of the most...
Performance Management — The Measured Mile
In my last post, I talked about the importance for managers manage performance in their organizations, not ignoring performance issues. In this post,...
Performance Management-Are You Looking The Other Way?
At times, sales managers have to put under performers on the proverbial "measured mile." That's when the sales person has a period of...
Sales Process–Did You Develop It In A Dark Room?
There was an interesting comment by Mohamed Saad at the Future Selling Institute LinkedIn Group. Mohamed raised an outstanding point about "Sales processes...
If Our People Fail, We Have Failed As Managers
In our Future Selling Institute Office Hours last Friday, my friend, Jonathan Farrington, made a comment in a discussion about coaching. He said,...
Isn’t Social Networking About Connecting With People?
I received an intriguing invitation to "connect" today. Best described, I was asked to connect with a "Thing," Not a person. ...
Why I Love Lazy Sales People!
I love lazy sales people! Actually, let me clarify, I love lazy sales people who consistently achieve their goals and objectives. Every...
Sales Coaching, Dirty Secrets Or Misunderstanding What Coaching Is About?
I was interested in reading the Harvard Business Review post, The Dirty Secret Of Effective Sales Coaching. It's an interesting article with many...
References And Doing Your Homework
It was a dark and dreary night, suddenly the phone rang……… Actually, it was mid afternoon on a sunny Southern California day, but I've always...
Those Damn Customers Just Get In The Way Of Doing Business!
A friend called the other day. He's a senior executive in the financial side of his company. He was clearly frustrated, saying,...
Your Customers Know What You Value, Do You?
My friend, Wally Bock, wrote an interesting newsletter last week on Bear Bryant. He ended it with a quote from Coach Bryant, "Can...
The Illusion Of Control
Let me confess, I'm a control freak. It bothers me to think that "being in control" is an illusion. As sales people,...
Performance Management Starts With Looking In The Mirror
Performance management is a hot issue. Sales leaders and business managers constantly strive to get the highest levels of performance from their people...
Let’s Put Marketing On Commission!
My friend, Dan McDade, President ofPointClear, has been leading an interesting discussion at Focus. He asked me the question, "would sales people be...
Does Success Blind Us To The Real Opportunity?
My friend, Gary Hart, were having an email conversation about performance. We were talking about an organization both of us know well that...
Are We Too Glib In Talking About Sales Performance Management?
Let me make a confession up front. I copped out on the title of this post, if I had really been honest and...