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.
Rethinking Rev Ops
There’s a lot of discussion about rev ops. In a lot of it, I wonder, “What problem are we really trying to solve?” To be…
Start With The Customer
When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design,…
We Get Specialization Wrong!
There’s a lot of discussion about specialization in sales. We’ve always had specialists in sales and specialization is important. But in the past 15 years,…
Coaching, A Two Way Learning Experience
Too often, we get coaching wrong–if we do coaching at all. We tend to think of it as something we do to some poor victim,…
Language, Words And Mindsets
We sales people have adopted a unique vocabulary about what we do and how we work. In some sense, it’s not unusual, every profession has…
Our Customers’ Complicated Buying Journeys
Buying is complicated—we see all sorts of research confirming this. Whether it’s the fact the majority of buying efforts end in no decision made, the…
The Joy Of Selling
Why do we sell? Why do we choose a job that requires us to sell? Is it because of the money? Is it because it…
The Irony Of Change
The other day, I was speaking with a colleague about the state of sales/selling. We started talking about the irony of change, how our jobs…
“Tell Us Your Top Business Challenge”
A very large telecom company sent me this marketing email. It was one of those, “Dear Occupant Or Current Resident” emails. The subject line...
Doing The Math,,,,,
Sales (and marketing) is a numbers game! Well, kind of, but…… Let me backtrack. Too many organizations are driven by the numbers and “math” of…
The Future Of Selling Driven By The Future Of Work!
I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into…
Thinking About “Rev-Ops”
There’s a lot of discussion about creating a role/function in the organization responsible for “Revenue Operations.” Depending on who is making the argument, there is…
Helping Your Customer Navigate Their Own Organization
We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume…
“They Are Just Cars, The Sales Process Is The Same…..”
Imagine talking to a bunch of car sales people. Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all…
Problem Focused Growth
I wrote about Product Led Growth. It’s the latest hot new strategy being promoted by many SaaS companies and VC’s. It’s not a new strategy,…
Product Led Growth
The SaaS world has “discovered” a something new to drive revenue growth. They’ve labeled this innovative approach, “product led growth.” This has led to gems…
Rethinking The Sales Process
Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify…
Outsourcing “Coaching”
Coaching is one of the highest leverage activities a manager must engage in to maximize the performance of each person on the team. Sadly, too…
Rethinking BDRs?
I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role….” He makes the argument that…
On Pricing, Discounting, and Value
There are two retailers I’m fascinated with. One is LVMH. It’s a collection of some of the most prestigious consumer brands in the world. They…