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
A Paradox: The Sales Process and the Buying Journey
As sales professionals we face an intriguing paradox. We know, for complex B2B buying, the buyer’s journey can best be described as chaotic. What we have always believed is a linear process: identify a challenge,…
Everything in Sales is Dead, Long Live Sales and Selling!
It’s tedious, every day a scroll through my various news feeds, there are any number of articles declaring the death of something in sales, or sales itself. Cold calling is dead Social selling is dead…
First Impressions Count!
One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or…
The “Voices in Our Ears”
I have to confess a weakness to spy/thriller movies. They are great Saturday evening fun. On “date night,” I try to encourage my wife we should see one, she usually finds something else. The cool/high…
Stop Chasing Customers You Can’t Help!
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious: “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality,…
Giving Them the Answers
Let’s conduct a thought experiment. As one might do in experiments, imagine A/B testing. We’ll create an A group and a B group. The people in each group are identical in capabilities, backgrounds, experiences. Both…
Are You Selling Your Experience or Your Value?
Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with…
Are You Selling Your Experience or Your Value?
Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with…
Building Your Support System
This is one of those topics I never thought I would have to write about. It’s a subject I assumed was such common sense and common practice that there was no value I could add…
How “Sales Speak” Limits Us
Every profession has its own language. It’s a shorthand that enables people in the profession to more effectively and efficiently communicate with each other and to get things done. For example, finance types talk about…