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.
How About Hanging Out Where Your Customers Hang Out?
When I started my sales career, I sold computers to large banks on Wall Street. It seemed obvious at the time–and since–that the...
You’ve Got New Ideas, New Programs, But What Are You Stopping?
I've spent much of my time over the past few weeks participating in a number of sales kick-off meetings. January is always a...
What Kind Of Example Do You Set For Your People?
Yesterday afternoon, I was in JFK waiting to board a plane. I'd had a long day, nothing to eat, and a 6 hour...
Never Ask A Question If You Don’t Know The Answer
There's the common saying in court room proceedings that a lawyer should never ask a witness a question unless they know the answer. ...
Do You Trust Yourself And Your People Enough To Let Go?
I hear from sales people all over, "My manager won't let go!" "She's micro managing me!" As I listened to these complaints,...
Should Sales People Be Blogging?
I've been reading a lot of opinions about sales people blogging–many favoring this. Frankly, I think this is dead wrong, from a business...
Committing To Goal Or Engaging In Wishful Thinking?
I really don't mean this to be a New Year's resolution piece, though the title may sound like it. I really wanted to...
In Solving Problems, Are You Focused On The Headpin?
Sales managers have to balance a number of, potentially contradictory, issues in leading their organizations and maximizing productivity and results. Combine that with...
Getting It Done Versus Doing It Right
I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of their performance management system in which they...
Why Do We Reserve Moments Of Reflection And Renewal To The New Year?
The New Year is an interesting time. It's time when everything seems to be re-set. We have new goals and objectives. ...
A Good Salesperson Can Sell Anything
I was having coffee with the COO of a large organization a few weeks ago. We were talking about selling and the characteristics...
The Future Of Selling, It’s Social–Or Is It?
I've written about this in the past, I'm a strong advocate of social networking and the tools. But declaring the future of selling...
Your Sales Process Is Not A Route To Market
I had an interesting email exchange the other day. Someone had read many of my post on the Selling Process. He posed...
Value Is A Mystery
I have to thank Mike Wilkinson of Axia Value Solutions for this idea, but when he emailed me with the notion of Value Is...
Is Your Customer Buying What You Are Selling?
Sales professionals get paid and measured on the products and services they sell. But is that what your customers are buying? Within our companies,...
The Death Of Selling–Deja Vu All Over Again
"Tis the season to be talking about the "Death Of Sales." which I'll shamelessly exploit. As the year ends, I'm seeing a lot...
Little Things Count!
As I was hanging up on a call with a new prospect today, the prospect said something that caught me off guard. He...
Is Differentiation Overrated? What About Being Just Good Enough?
A week ago, I wrote a post,"'Me Too,' Is Not A Value Propsition!" With this post you'll think that I've gone mad or...
Are You The Right Person To Do This Deal?
B2B solutions, consequently B2B selling is increasingly complex. Layer on top of this the fact that buying is changing profoundly. As a...
.is Lead Generation of interest to your company?
Everyday, at least one copy of the following email arrives in my junk mail folder. It is never addressed to me, though my...