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.
Is “Helping Our Customers” Incompatible With Selling?
Recently, I’ve been reading a series of discussions debating the concept, “Can we really be driven by helping our customers while still focused on...
“Doing More,” Is Not A Growth Strategy! Neither Are Miracle Cures!
As sales professionals, we are responsible for driving revenue growth for our companies. We are accountable for executing our overall corporate strategies and...
Good Revenue And Bad Revenue—Start-Up Version
I know it’s heresy, but not all revenue is good revenue—particularly for start-ups. In fact chasing and winning the wrong deals can be devastating to…
The Power Of Role Plays
You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues, WTF is happening to him?” Actually, conducting role…
Making Sense Of Sensemaking
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). One of the participants asked a great question,…
Selling Is A Human Process, Part 2
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of discussion, much of it revolving around the theme of,…
The Problem With Our “Discovery Process”
We’ve all been taught the importance of “discovery.” It’s that process where we pummel our prospects with questions to discover their needs, priorities, and their…
Don’t Let Your Customer Buy Because Of What Your Product Costs!
We set ourselves up for failure, we set our customers up for failure when we focus on the price–even the costs of our products and…
Are You Using “Sales GPS?”
For years, we’ve become accustomed to using GPS to help us get to where we are going. I have GPS in my cars, on my…
Right-Level Selling
We’ve always been taught to “call high.” We are supposed to reach “The Decision-maker,” perhaps leveraging our influencers. But complex B2B buying has changed profoundly,…
Sales Role Specialization
A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is…
It Really Is Only About Me!
Every day, three times a day, I go through my inbox—both email and social channels. Every day, particularly in the social channels like LinkedIn, I…
Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic…
Templates, Scripts, Context, and Variability
I read a fascinating discussion led by Jeff Molander on the Copy Culture. Much of the discussion revolved around how we look at best practice,…
Trick Or Treat?
I realize it’s 2 weeks past Halloween, but I am compelled to write this post. So much of the discussion about selling and marketing seems…
Project Management And Sales Methodology
Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern…
“All Sales Problems Are Pipeline Problems….”
“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…….” I was having a conversation with a really smart person. He went…
What Does This Metric Mean To Me?
We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin,…
A Next Gen Sales Methodology
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure…
Which Sales Methodology?
I’ve gone through training in countless sales methodologies. Our own company has developed and implemented sales methodologies used by thousands of sales people–though all of…