Dave Brock
Dave Brock is the founder of Partners in EXCELLENCE, a consulting and services company helping to improve the effectiveness of business professionals with strategy development, organizational planning, and implementation. Dave has spent his career working for and with high performance organizations, ranging from the Fortune 25 to startups, including companies such as IBM, HP, Nokia, AT&T, Microsoft, General Electric, and many, many more. The work Dave does with business strategies is closely tied to personal effectiveness of the people in the organization. As a result, Dave is deeply involved in the development of a number of training and coaching programs.
Latest
Account Management: The Challenges of Incumbency
Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. There’s huge amounts of…
Are Your Sales People Organizationally Savvy?
Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and challenges our customers face are not trivial. Our solutions and products…
Are You Selling What Your Customer is Buying?
I’ll jump to the bottom line, then retrace my steps. “Customers buy holes in walls, not drills.” Actually, they may not be buying holes in walls, they may actually be looking to attach something to the wall……
Encountering Resistance
My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe You’re Doing It Wrong. Make sure you read it. His article caused me to start thinking about Resistance. We all encounter resistance from our…
Focus on the Customer Journey, Not Their Buying Journey
Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer is in control—funny, I always thought they were. We know that…
When Less is More!
We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization. Just think of what sales people face every day: They have the complexity of…
Focus on Your People’s Strengths?
There are a number of thoughtful articles suggesting we get better results in developing our people by focusing on their developing their strengths, not “fixing” them, or criticizing their weaknesses. A recent HBR article, Developing Employees’…
We’ve Met the Enemy: It’s Us
“We have met the enemy and he is us,” first appeared in the Pogo comic strip by Walt Kelley on April 22, 1970. File this post under the, “Isn’t it ironic category.” For those who…
Is Cold Calling Dead?
In reality, this title is just clickbait. It’s certain to draw all sorts of attention with pundits on either side of the issue. Inevitably each shaping their “pro” or “con” arguments based on what they…
If You Can’t Write, You Can’t Sell
In the past few days, I’ve been embroiled in conversations about grammar and spelling. I read a discussion about “Should I hire a sales person with poor writing skills.” I was astounded by the majority…