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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.

Coaching The Un-coachable

Jan 4, 2021 By Dave Brock

I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is un-coachable?” This is one area of coaching where I tend to be pretty hard-nosed, but I believe the following: If a […]

Filed Under: Communication Tagged With: Coaching

“Do As I Say, Not As I Do!”

Dec 14, 2020 By Dave Brock

My parents were core in establishing my values and helping me grow as an individual (my Mom still teaches me lessons every day). They were phenomenal role models for my sisters and me. But I was a bit of a “challenge” to them, particularly to my father. I was very precocious–actually I was an ass. […]

Filed Under: Leadership, Open Culture Tagged With: Respect, Values

The “New” Onboarding

Dec 8, 2020 By Dave Brock

A few months ago I was speaking with a niece who’s a school teacher. She was entering the school year with a challenge she hadn’t faced. Her school district will, through at least several months, be teaching virtually. We talked about her biggest concerns: “Last year, when we shut down classrooms in March, I had […]

Filed Under: Human Resources Tagged With: Onboarding

Experience Does(n’t) Matter

Nov 9, 2020 By Dave Brock

Experience is an interesting thing. It is, sometimes, very helpful. But, too often it limits us. Experience can be helpful. As we do our work, our past experience in similar situations shapes how we address current situations. We know how to respond to customers that ask certain questions, or when certain things happen, we know […]

Filed Under: Leadership Tagged With: Experience

Understanding the Difference Between Good & Bad Revenue

Nov 2, 2020 By Dave Brock

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!” What’s the difference between good and bad revenue? Good revenue has the following characteristics: It generates strong profitability because it is from […]

Filed Under: Run and Grow Tagged With: Revenue

Are You Asking the Right Questions?

Oct 29, 2020 By Dave Brock

Why, What, How, Who, When, Where We see versions of these words in different contexts. If you’ve ever been a journalist, these are the fundamental issues the journalist must address in any story. If you are a Simon Sinek fan, by now you have internalized his principles of “Start with why.” We don’t talk much […]

Filed Under: Leadership Tagged With: Managing

Diversity Is Critical, & Not For The Reasons We Think!

Oct 27, 2020 By Dave Brock

This is one of those posts that starts with an apology or a disclaimer. I hesitated writing it, because what I am writing can be so easily misinterpreted, or I may be very naive/poorly informed. (I’m less worried about the latter, I know I need to learn) Diversity is important–it’s critical for our organizations. We […]

Filed Under: Best Practices Tagged With: Diversity

Culture and Values Count in Leadership

Oct 23, 2020 By Dave Brock

So many of the discussions on sales and business performance focus on strategies, competitive positioning, product/service superiority, and even customer satisfaction/loyalty. As we talk about how we execute at the highest levels, depending on what a pundit is selling, the “secret” to success is the application of certain technologies, methodologies, training, programs, content, tools, processes. […]

Filed Under: Open Culture Tagged With: Culture, Values

How to Talk About Competitors? You Don’t

Oct 22, 2020 By Dave Brock

Not long ago, I read an exchange about how we should talk to our customers about out competitors. Some felt we should take a “leadership” position offering our views and insights to the customer. Frankly, I was appalled with some of the opinions in that discussion. We have no business talking about our competitors products […]

Filed Under: Sales Activities Tagged With: Competitors

The Real Future Of Selling, Not What You Think It Will Be

Oct 16, 2020 By Dave Brock

There seems to be wide agreement that the pandemic and related economic and social challenges we and our customers face, will change selling forever (and I think for the good.) The concept of “virtual selling,” seems to be dominating many of our conversations. Digital transformation, more broadly, covering selling, marketing, customer experience, and other parts […]

Filed Under: Sales Activities Tagged With: pandemic, Sales

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