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.
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...
This past weekend, we went to an amusement park. One of the rides I always enjoy is “Bumper Cars.” At this park, the ride...
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...
A few days ago I wrote a post, Should We Promote Our Best Sales People To Managers? It stirred some interesting debate, but one...
I just received this unsolicited email from someone I have never heard of, about something I have absolutely no interest in. They were soliciting...
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...
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. ...
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...
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 into sales management? It’s a question that comes up a lot. I’ve written about it as have others. ...
Recently, I have been in many conversations with people claiming, social media reduces the need to have sales people. Some going so far as...
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...
Sales slumps hit all of us for all sorts of reasons. Sometimes when we get into a slump, we seem to spiral deeper and...
Today, I was coaching a good friend on some sales calls. We were role playing the call, he was struggling with telling the customer...
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...
One of the reasons I write this blog is to encourage my readers to think about their businesses differently. We are all time poor,...
First, I have to credit my friend John Cousineau with this title. It came up in a call we had recently. It seemed an...
Everyday, I get inundated with offers. As you would expect, I somehow get on a lot of spammers lists for various things having to...
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...
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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