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
On Miscommunicating
We know what we want to communicate: it may be something we need to say to our customers to teach, engage, or convince them. it may be to our people, to coach and improve their…
Are They at 57% Yet?
As a kid, I recall many of our family vacations involved long drives to some place or other. Inevitably, after my sisters and I exhausted the car games we played in the back seat, we’d…
Doing More By Doing Less
It’s awfully crowded in the digital marketing/social selling world. Getting “heard” is increasingly difficult. Getting into see/talk to customers is one of the top challenges I hear from executives, marketing and sales people alike. To…
Customers Only See Part of Their Problem
In today’s complex B2B world, we know our customers struggle to solve their problems, along the way, perhaps searching for solutions to solve their problem. From the Challenger Customer, we know roughly 5.4 people tend to…
Customer Stuck? Not Moving Forward?
It’s a common lament among sales people: “I’m trying to close the customer, I can’t get them to move forward! They’re dragging their feet, they just won’t order!” Last week, with several clients, I was doing pipeline…
Giving the Customer More Than They Paid For
We’ve long had the idea that a value proposition has to do with “exceeding customer expectations” or “giving the customer more than they paid for.” I’ve held that position but am questioning it. Instead, perhaps…
Selling the Vision is Easier Than Selling the Product
I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have…
Numbers Make the Conversation More Interesting
Numbers are the bane of many sales people’s existence. Everyone wants to talk about numbers, but it’s far more fun and easy to talk about our cool products, the flashy features, and all the bells…
How Have You Helped Your Customers Improve Their Outcomes?
At the end of the year, there’s always a huge intensity of activity. A lot driven by the various holidays we celebrate, a lot driven by year end (or quarter end), and some driven by…
Is Some Revenue Better Than No Revenue?
The knee jerk reaction to the question, “Is some revenue better than no revenue,” is probably a resounding, Duuuuhhhhhh, well why wouldn’t it be??! But let me provide a little context. I just had an…