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Home / Archives for Dave Brock

Dave Brock

Dave Brock

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.

“Sales Are Math,” Selling Isn’t!

Sep 9, 2022 By Dave Brock

I recently read a LinkedIn post, one of the statements was, “Sales are math.” For a moment I scratched my head, then I realized the author was absolutely correct. The noun form of the word, Sales, is about accounting for a transaction. When I was EVP of Sales, every day I would call my sales […]

Filed Under: Sales and Marketing Tagged With: Sales

Buying Is Broken! What’s This Mean For Selling?

Jun 16, 2022 By Dave Brock

Report after report tell us that buyers are failing in their mission to solve a problem and buy a solution. We know 60% of committed buying efforts end in no decision made. For those remaining 40%, a huge percentage of them express regret. It doesn’t take much of a leap to recognize Buying Is Broken! […]

Filed Under: Sales and Marketing Tagged With: Selling

Top Performers Do More Of This

Apr 26, 2022 By Dave Brock

4-leadership-behaviors-that-build-high-performance-work-environments

I love learning what top performers do and what drives high levels of performance. As a result, I’m drawn to articles titled, “Top performers do this…,” of “X% of sales people doing this outperform everyone else….(And X is a stunningly big number.)” The “this…” varies, usually it’s tied to what the author is trying to […]

Filed Under: Personal Development Tagged With: Performance

Yearning To Be Unemployed

Apr 14, 2022 By Dave Brock

Dave Kurlan went on a fascinating rant on LinkedIn. You should watch it. But his rant provoked me into making a confession. For years, I’ve had a desire to be unemployed—that is to work myself out of my current job. Let me be clear, I love working, I can’t ever imagine not working. I’m fortunate to […]

Filed Under: Personal Development Tagged With: Customer Engagement

54% Of Buying Journeys Fail

Mar 4, 2022 By Dave Brock

This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts end in no decision made. It should cause all of us pause. It should force us to think differently. Reading the Numbers This data originally appeared in much of the […]

Filed Under: Sales and Marketing Tagged With: shopping cart

Leave the Heroic Sales Efforts to the Superheroes

May 13, 2021 By Dave Brock

We all have them, the “Must Win Deals,” where we pull out all the stops. We do everything we need to do to win the deal. Often, we are at our most creative moments when we do these deals. We thoughtfully overcome every hurdle, we get the customer to think differently, we mobilize all the […]

Filed Under: Sales and Marketing Tagged With: Sales Process

Give Your People The Chance To Do Their Jobs!

Apr 20, 2021 By Dave Brock

It’s funny, every once in a while I find myself in similar conversations with different executives. Each starts in a different place, but the underlying issues are all the same. A core issue has come up. It’s actually one that concerns me deeply. “Do we have enough confidence and trust in our people to let […]

Filed Under: Leadership Tagged With: Best Practices

Dear Outlook And Gmail Developers…

Apr 8, 2021 By Dave Brock

why-are-they-sending-me-irrelevant-emails-

Dear Outlook, Gmail, and developers of all email systems. I have a feature request. Actually, it’s a feature removal request. I think it will improve the productivity of all email users, and how they value your tools. Please remove the “Reply All,” feature. I’m just about to join a meeting of more than 300 people. […]

Filed Under: Technology Tagged With: Email, Gmail

Are You Confident Enough In Your Value Not To Discount?

Mar 31, 2021 By Dave Brock

deal-value-or-buyer-value

Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the […]

Filed Under: Run and Grow Tagged With: Value

The Power Of Role Playing

Mar 26, 2021 By Dave Brock

You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues.” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. I don’t think we use them enough. Control the Stage Fright There are a lot of tools that offer […]

Filed Under: Sales and Marketing Tagged With: Business Training

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