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.
Metrics-The Secret Weapon Of Sales Managers??
Several days ago I wrote: The Most Used, Useless Metric In Sales. At the same time, I posed a question in LinkedIn asking people...
“How Can I Help You — But First Let Me Tell You About Me”
My friend, Ardath Albee, and I were commiserating the other day. We see so many misguided approaches, whether they are sales people, marketers, individuals. They...
The Sales Forecast, An “Informed Guess”
Several days ago, I wrote a post, The Most Used — Useless Metric In Sales. It’s generated quite a bit of discussion in the...
Leaping To Solutions! Are We Solving The Right Problem?
Sales people are trained to be problem solvers — we ask questions, probe — once we find a problem we attack like a pit bull...
Always Be Recruiting!
Dave Kurlan wrote an outstanding post: Bench Strength – The Key To Replacing Salespeople. He mentioned that managers must always be recruiting. It’s such...
80% of Customer Satisfaction Is Meeting Your Commitments — The Little One’s.
I’m sitting in my office–it’s 97 degrees in the office, I’m fuming, it’s been one of those weeks. I was traveling all week, thinking I...
The Most Used – Useless Metric In Sales!
For years I’ve been amazed by the number of very smart sales people and leaders who have a blind spot in forecasting. One of...
Words Are Important In Sales
Words are important in sales! We’re always looking for the right word–the one that best conveys what we mean, the one that will immediately...
Shortcuts
It seems to be human nature to take shortcuts. We want results immediately, we don’t want to invest the effort normally required to achieve a...
On Being Customer Centric
Customer Centricity is a hot topic these days. I get on my soapbox on Customer Focus, Customer Experience, How Buying Is Changing, and various...
Sales Goals Or Sales Process, Which Is Most Important?
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales Process: Which Is Most Important? Frankly, the question confuses me, it assumes...
You Lose Because Of What You Don’t Do
Over the past few days, I’ve been participating in a loss review with one of my clients. It was a painful loss, it was...
Are You Playing At The Top Of Your Game?
I know, I know, we use way too many sports metaphors to talk about selling. But we really can learn a lot by watching...
May I Speak To Ms. Company Inc?
I got a really interesting email today–actually, I get these emails periodically from various organizations. Today’s was from a very large company that we’ve...
Are You Selling Within Your Own Company?
I’m constantly surprised by how poorly many sales people communicate within their own organizations. Sales people complain, “I’m not getting the information I need...
For Sales Success – Everything Passes Through Finance!
In Tom Peters’ The Little BIG Things, on Item #46, he makes the point that “Everything Passes Through Finance.” It’s such a important, yet too...
7 Questions You Must Be Able To Answer To Win The Deal!
I’m constantly about how few sales people really understand what their customers are buying. They know what they are selling, but they can’t explain...
Call Avoidance
I’ve fallen into a trap, it seems my preferred mode of communication is becoming digital–that is, I email, tweet, text. It’s so fast, convenient. ...
Stop Solving Your Customers’ Problems!
As sales consultative sales professionals, we focus on solving our customers’ problems. We qualify customers by finding those with problems they want to solve,...
To Get Monstrous Results, Are Our Customers Prepared For Monstrous Change?
I was having a conversation with close friend this morning. He was expressing frustration with a customer not moving forward on a particular deal. ...