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.
Does Competition Beat You, Or Are You Beating Yourself?
I love competing and I love winning! Watching the Super Bowl was great, two great teams who left everything on the field. No this...
Sales Process 2010, Are You Positioned To Perform?
Yes, I’m on that soapbox again. There have been a number of research reports released, all highlighting the decline in sales performance. CSO Insights,...
Dear Occupant, I Value Our Relationship
I got this piece of LinkedIn Spam: Hello , I’d like to connect to you to on my professional network on LinkedIn. I am a…
Are You Earning Great Referrals? Are You Leveraging Them?
Referrals are critical for every sales professional. No amount of cold calling will surpass the power of a great referral. Yet most of us...
Rethinking The Customer Buying Experience
I’m a great fan of Customer Experience Design. Unfortunately, most of the work in customer experience design tends to be focused on web design,...
Stop Being Stupid! The Customer Isn’t Always Right
This morning, I was intrigued by a question on LinkedIn. A person felt offended, a salesperson had criticized this individual’s company. The individual was...
Is Sales A Blood Sport?
I’ve been having an off line discussion on competitiveness and agressiveness in selling. In the discussion, terms like “sales is a Blood Sport,” or...
Who Are We Selling Against?
Who are we selling against? It’s a question I hear as I do deal reviews everyday. I see variants of this in blog posts,...
Sometimes I’m Ashamed To Be A Sales Person
If you follow this blog, you know I like talking to sales people trying to sell me something. It’s always interesting to be on...
Lean-Mean Selling Machines
Over the past few weeks, I’ve been mulling over ideas on Lean Selling—-no not what you think. Every sales organization I work with is...
Now What Do You Want Me To Sell This Year???
This post originally appeared on January 15 in the Sales Bloggers Union, my colleagues and I were writing about quotas and commission plans. For...