Dave Cooke
Dave Cooke
I leverage my 25 years experience in sales and marketing to create and implement strategic initiatives and develop educational programs that increase both revenues and profits. I take great pride in my experience in turbulent, chaotic, and transitional work environments. It is from these experiences that I have developed my commitment to collaborative teams, strong internal and external relationships, effective communication, decisive leadership, and a cohesive, collaborative strategy as keys to sustainable revenue growth.
When you lose credibility you have nothing
I was conducting a sales strategy workshop yesterday with about a dozen very successful CEO's and we started talking about credibility and integrity in...
The intelligent approach to being an expert
Nobody wants to make a mistake. In today's business environment many people are more concerned about the risk of failure, error, judgement, criticism,...
Who Are You Hiring?
Insanity – Watching businesses stubbornly go through the painstaking process of attracting experienced sales professionals, expecting great results and getting mediocre outcomes. If you believe...
Boss Reality
"Shitty managers give orders, they do not give permission." I blame it on our education. We were taught long ago — when the educational...
More Does Not Always Result in More
There is a myth in the business world that applies the theory when it comes to sales more is better. Let me be...
Educate Yourself, Not Your Client
"The program you put your customers in is not nearly as important as the process you utilize to get them there." I have been actively...
A Sure Fire Hiring System
I was recently asked about the personality and behavioral profiling tools people use in the hiring process and which one I recommend. I...
Selling is a Team Sport
A few weeks ago, I jumped into the compensation discussion with a post about commissions. My opinion is that heavily and solely incentivizing...
Successful Product Positioning Behaviors
"Put yourself in a position to give your clients opportunities to say 'yes' rather than reasons to say 'no." – Chris Still How many...
The Commission Conversation
I have long been a passionate proponent of commission only sales programs (including draw against commissions). While revisiting the wide ranging reality of...
Driving Demand
You know your sales machine is working in the right direction when you have people coming to your business more than you are ...
Closing the Generational Communication Gap
For the first time ever, there are as many as four different generations engaged in our workplace — Traditionalists, Boomers, Gen X, Gen Y...
Shoot the Actor
In several presentations I have talked about impact of the shift in our economy on business relationships. To that end, there are three...
A Little Understanding Goes a Long Way
"I cannot figure out why they wouldn't go with our program, when I know it will help them." What is obvious to you is not...
There’s No Such Thing as “Free”
"How do I respond to a client's request for free services on his account?" First of all, there is no such thing as "free." ...
The Power of Threes
As we all know, successful sales is a numbers game. However, there is a significant difference between "smart metrics" and "busywork numbers." ...
Interrupt Yourself and Research This!
Many sales professionals seem to spend a lot of time prepping for their cold calls activities under the guise of "research." In...
Who Are You Looking For?
Despite what you believe or think about your future clients, "anybody who…" is not the best place to begin to define your future clients...
Invest in Your Team
As organizations continue to go through their transformational challenges, many are finally getting around to those components that will most greatly influence and affect...
Why Your Clients Don’t Make Quick Purchasing Decisions
Far too many businesses are unnecessarily struggling with the notion that they have to convince customers to buy from them. Besides not having...