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 Hip Bone Is Connected To The Thigh Bone, The Thigh Bone
No, I’ve not decided to convert this blog into a lesson on Anatomy, I actually want to talk about systems. But I don’t...
Pay For Performance?
I hear the phrase, “Pay For Performance,” all the time. I think it’s a reasonable concept, that is, the better you perform, the better...
Compensation Drives Sales Behavior? Is Compensation The Only Tool For Managing Sales Performance?
I’m participating in a discussion with a group of people I deeply respect. It is about managing sales performance, particularly about getting sales people...
Reacting!
Sales people are great at “reacting.” The customer puts a hurdle in front of us, we know how to respond. The competitor does something,...
Does “Being Yourself” Count As A Sales Technique?
I few days ago, I started a discussion with “What Are The 3 Characteristics That Set Great Sales People Apart?” followed by “How Important...
How Important Are “Techniques” To Sales?
The other day, I wrote a piece, What Are The 3 Characteristics That Set Great Sales People Apart? It stimulated quite a reaction as...
What Are The 3 Characteristics That Set Great Sales People Apart?
Last Friday, I had the privilege of being interviewed by an executive on critical issues in buying and selling. It was a great conversation,...
Buyer Beware — Seller Be Aware!
I guess as a blogger, twitter user, and sometime pundit, it’s natural to get into a lot of conversations about the impact of Social...
Games Sales People Play — The Challenge Of Activity Metrics
A few weeks, ago, my post on The Most Used – Useless Metric In Sales created an avalanche of comments and emails. Many of...
I’ve Succumbed-I’m Talking About Sales 2.0
I’ve always hated the term, Sales 2.0. I don’t know what it means, to me it’s always a conversation about great new tools and...
Prisoners Of Our Own Experiences
I meet with executives everyday. They have great knowledge about their businesses–they can cite everything about their strategies, priorities, goals, key metrics. They study their...
Professional Salesperson — Business Professional?
The other day, I wrote an article, Appointments With Sales People Fall Short Of Executive Expectations. In it I cited data from a Forrester...
Appointments With Sales People Fall Short Of Executive Expectations
Last Week I wrote about “We Have To Call At The Top,” suggesting the concept of right level selling. There are many times when...
It’s Not Your Close That Causes You To Win!
We spend a lot of time talking about closing. We focus on doing a great final presentation or proposal. We worry about finding the...
Cleanliness Is Next To Godliness — Well Almost!
I always appreciate Tibor Shanto’s blog posts on cleaning out the pipeline, focusing on real business. He always seems to find the right time...
Our Customers Need To Do A Better Job Of Buying!
A few years ago, I was talking to a sales manager. He was expressing some frustration, “I’m doing my job of selling, my customers...
We Have To Call At The Top!
Conventional sales “wisdom” encourages us to “call at the top.” Sales people constantly seek the “C-Level” executives, looking for anyone that has a “Chief”...
So Much Has Changed, So Much Is The Same
This past week, in New York, I had the pleasure of having breakfast with Mack Hanan. Mack is the author of Consultative Selling, originally...
I Don’t Have Time For Social Media!
The other day I was having dinner with a close friend. He’s the President of a division of a company. Eventually, the conversation got...
Reinforce And Enhance Your Sales Training With Product Training
The other day, my friend Kelley Robertson wrote an outstanding article: Is Your Sales Training Putting Your Sales Team At Risk? The article prompted...