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
What About My Goals? A Time for Selfishness
I had a call from a frustrated sales person. He said, “Dave, I read your stuff all the time. You are relentless in focusing on the customer, their problems, and their goals. I get it,…
What’s the Customer’s Whole Problem?
Our focus, naturally, is on what we sell. More accurately, it’s on what problems our products and solutions solve. For the moment, I’ll ignore that most sales people don’t do well at this most basic…
Can Sales Really Create Value?
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits head on what too many sales people miss about value. We tend…
Who Are You? Why Should I Trust Buying from You?
Somehow you’ve attracted me to your site. You have an intriguing product. You have a solution I might be interested in. I want to learn more. But before I can go on, you put hurdles…
Business-Focused, People-Centric
Often in understanding business leadership, people tend to focus on two extreme models of leaders. The first is the “It’s all about the numbers” leader. Typically, these are portrayed as hard charging, data driven, task…
Drive More Sales with Customer Problem Knowledge
I read an article entitled, “Drive Sales With Product Knowledge.” It was a good article, actually covering a lot a great issues, but focused on the importance of having strong product/solution knowledge. We know sales…
Win Fast, Lose Faster
Inevitably, as I do pipeline and deal reviews, I see sales people hanging onto too many bad deals. The deals are hopeless, the sales person may reluctantly admit it, but stubbornly wants to keep it…
Ditching the Performance Review: Another Look
There is no doubt the performance planning and review process in most organizations is broken. Too often, it’s a meaningless annual exercise of managers and their people filling out forms, having “the conversation” then going…
Speed Kills!
No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually far fewer than I deserve.) I just read a horrible piece…
A Losing Strategy: “Our Product is Better Than Theirs”
The other day, I was having breakfast with a frustrated executive. He had just reviewed a playbook that had been developed and was being launched to sales. It was the result of an effort between…