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.
Sourcing Future Sales Leaders
A few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR Chally. He wanted to talk to me about...
The World’s Greatest Salesperson – A Culture Of Pitchmen?
There has been such a great discussion going on at my last post on this topic. If you’ve missed it, you should look at...
How Would I Sell A Brick?
Well, I created a lot of discussion about OgilvyOne’s contest to find the world’s greatest sales person in my post . We’ve started a...
The World’s Greatest Salesperson!
My colleagues have been talking about OgilvyOne’s contest to find the world’s greatest salesperson. I was curious about it, went to the website to...
What Are The Biggest Challenges Facing Sales VP’s In This Economy
I had hoped we were beyond the, “How do we cope with this economy” questions. However, I recently had the question, “What are the...
Coaching The Sales Process
I’m getting all kinds of messages and emails. I must be wearing people down with my incessant pleas for organizations to update their sales...
What I’ve Been Missing About The Selling Process
Regular readers know the sales process and its importance to sales performance excellence is one of my soapboxes. But in my zeal to talk...
What Do Formula 1 Drivers and Great Sales Professionals Have In Common?
For sometime, I’ve been haranguing readers about the importance of the selling process. Even in a recent post, I considered use of the sales...
Your Selling Process-It’s Not Optional, It’s A Condition Of Continued Employment
Everyday I speak with sales executives and professionals about how to improve sales, both driving more sales and improving overall productivity and effectiveness. One...
Collaboration
Collaboration is the new buzzword. It seems everywhere we turn, we read about collaboration–it’s critical to Sales 2.0, Enterprise 2.0 and just about everything...
Who Are Sales Process Metrics For?
Over the past several weeks, I’ve sat in on a number of interesting webinars on sales productivity. Inevitably the focus is on tools the...
Doubling Sales Productivity — Be Prepared!
Improving sales productivity is the Holy Grail of all sales professionals, executives, Sale 2.0 solution providers and every sales consultant. We look for all...
What’s The Future Of Buying?
To say things are changing is almost trite, with the confluence of the new economy, globalization, social media, globalization, new and different competition, new...
Please Mr/Ms Customer, Let Me Waste Your Time, I’ve Earned It!
Last week, I wrote about inspirational customer service. This weekend, the pendulum swung to the other extreme. I went out looking for new cars. ...
Inspirational Moments In Customer Service
All too often, we hear nightmares about customer service and how abysmal it is. No one listens, no one cares, they just want to...
Collaboration Is More Than A Web-Conference
I was listening to a web-conference today, one of the speakers discussed the importance of collaboration in sales, citing the higher use of web...
Do Great Sales People Make Great Sales Managers?
Do great sales people make great sales managers? This is a debate that never seems to end, I’ve written about it before, over the past...
An Innovative Approach To Sales Training?
The web provides endless amusement in understanding new approaches to selling. I recently found the following post in a sales training discussion blog I participate...
Sales, The Toughest, Most Visible Job In A Company!
Recently, I’ve been engaged in a number of discussions about how tough a job sales is. The issues usually involve: “We have the highest...
On Sales Process And Other Unnatural Acts!
Last night I participated in a fascinating discussion on engaging sales people. The conversation was one of our bimonthly Sales Smack’s. If you are interested...