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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.

Five Questions

When I started my career in sales, I had the privilege of getting some of the best training available in selling–IBM’s Sales Training program...

What Bumper Cars Teaches Me About Selling

This past weekend, we went to an amusement park.  One of the rides I always enjoy is “Bumper Cars.”  At this park, the ride...

What Conversations Are You Starting?

Usually in sales, we aren’t starting conversations–we’re pursuing them or following up.  Perhaps, it’s a query from a prospect and we follow up, qualifying...

Thinking About Sales Professional Development

A few days ago I wrote a post, Should We Promote Our Best Sales People To Managers?  It stirred some interesting debate, but one...

Expert Advice On Direct Marketing: SPAM Is The New Best Practice!

I just received this unsolicited email from someone I have never heard of, about something I have absolutely no interest in.  They were soliciting...

Leadership Development And Succession

Normally, I refrain from commenting on specific organizations, particularly when they are clients, and I’m going to be critical.  But I have to applaud...

Selling Is About People!

As I re-read the title of this post, it somehow seems a little odd to be reminding sales people that sales is about people. ...

Asking The Right Questions

A few weeks ago, I returned from a long trip.  I wasn’t feeling terrific, but chalked it up to jet lag and exhaustion.  After...

What Would You Do If You Were In Your Customer’s Shoes?

Not long ago, I was in a conversation with the CEO of a professional services company.  His team was struggling with getting into the...

Should We Promote Our Best Sales People To Be Sales Managers?

Should we promote our best sales people into sales management?  It’s a question that comes up a lot.  I’ve written about it as have others. ...

Social Media And The Disintermediation Of Sales People

Recently, I have been in many conversations with people claiming, social media reduces the need to have sales people.  Some going so far as...

More Stupid Selling Tricks

It’s been a while since I’ve had a rant about people who represent our profession poorly.  Today, I was a victim of one of...

In A Sales Slump?

Sales slumps hit all of us for all sorts of reasons.  Sometimes when we get into a slump, we seem to spiral deeper and...

You’re Not A Consultant, You’re A Salesperson!

Today, I was coaching a good friend on some sales calls.  We were role playing the call, he was struggling with telling the customer...

Follow The Money!

Every sales person knows about following the money–at least from the point of view of who we call on at customers, we focus on...

Defy Gravity — Today!

One of the reasons I write this blog is to encourage my readers to think about their businesses differently.  We are all time poor,...

Running Naked Through Your Funnel!

First, I have to credit my friend John Cousineau with this title.  It came up in a call we had recently.  It seemed an...

Can Selling Be Effortless?

Everyday, I get inundated with offers.  As you would expect, I somehow get on a lot of spammers lists for various things having to...

Pssst

We seemed embarrassed to admit it, or we are trained not to say this, but selling isn’t selling really about Self Interest? Despite all the...

The Thigh Bone Is Connected To The Shin Bone, The Shin Bone

My last post, The Hip Bone Connected To The Thigh Bone….. , started a discussion about systems, that is how things work, interrelate, and...

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