Home Authors Posts by Dave Brock

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.

The Future Of Selling — It’s Social

In April, OgilvyOne announced their World's Greatest Salesperson contest. I wrote a blog post, The World's Greatest Salesperson, that generated a huge amount...

I’m Privileged To Work With Really Smart People!

As a preface, at this time of the year, we all have a tendency to reflect a little. It's a chance to look...

“Me Too,” Is Not A Value Proposition!

A client called me up a couple of days ago with an interesting problem. They were in the closing stage of a very...

Losing A Mentor

I just this moment learned of the passing of Mack Hanan. Mack passed away on November 25, in New York City. I first "got...

Great Product, Lousy Service, No Sale!

Usually, I try to minimize my whining about poor sales and customer service experiences, however, every once in a while, I can't help a...

Who’s Got Sales Back?

In today's complex B2B sales environment, few sales people can afford to go it alone. Not only do sales people have to manage...

I Won’t Use The Friggin Sales Process!

I seems every time I write a post about the sales process, I get comments that it is not reasonable to force sales people...

Is Your Sales Process Producing Results?

The Sales Process is the cornerstone to sales excellence-for both individuals and organizations. Recently, I reread Miller Heiman's 2010 Best Sales Practices Study....

ARE YOU HARD OF HEARING? It Impacts Your Coaching

We spend lots of time and money refining our communications styles, learning how to connect with and communicate more effectively with our customers. ...

Coaching and Training, Training And Coaching

Training is a key part of any person's development. We need training to develop new skills, to acquire knowledge, and to build our...

Effective Coaching, What Are The Coachee’s Responsibilities?

Lots of us write about coaching, I’m in the middle of a series on coaching, but I haven’t read anything about the responsibilities of...

Initial Thoughts On Coaching Approaches

There are lots of ways to coach, in this and the next few posts I’ll talk about a number of methods managers use to...

Coaching And Being Coached

The whole topic of coaching stirs up a lot of controversy and misunderstanding.  I’ve decided dive in and stir up the pot a little...

After You Ask For The Order, Don’t Forget To Get It!

The sales person had been doggedly pursuing me for several weeks.  He had called a number of times, we finally connected.  I was interested...

Are You Coachable? If You Aren’t, You Won’t Make It!

My friend, Jim Keenan, considers this a key characteristic of people he hires–are they coachable?  Are they open to being coached, are they willing...

Is Social Media Really Anti-Social?

I was having a conversation with my friend, Gary Hart , no not that one—the @salesdujour one, about social media.  Both of us are...

The New Sales And Marketing, Playing A Different Game!

We all know that customers are changing the way they buy.  It’s driving profound change in the way sales and marketing need to engage...

Forecast Fatale

“The day was gray and wet in the city that seldom buys.”  Not what I expected as the opening sentence in a book on...

Bad Decisions-We Hate Them

“The customer just made a bad decision!”  I hear this all the time from disappointed sales people, it’s always just after they learn they...

Five Questions Revisited

The other day, I wrote about how my manager coached and trained me to be a better sales person.  In the article titled 5...

New Posts