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
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…
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…
Learning from “Lazy” Salespeople
“Lazy” sales people are among my favorites—let me qualify that. “Lazy” sales people who always make their goals are among my favorites. “Lazy” sales people, or at least those who seem to accomplish a lot…
What’s a Full Pipeline/Funnel?
I participated in a fascinating discussion about Disqualification. It was on LinkedIn, led by Steve Hall. Click on the link to look at the comments, it’s pretty interesting. But a part of the discussion was really intriguing…
What We Think of Our Customers Colors Our Engagement
Someone called seeking coaching on a specific deal. He had fallen into traps which blinded him in moving forward with a winning strategy. He started the conversation with, “The key decision-maker is really a jerk!…
Sales Training and the “Forgetting Curve”
Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year…
Start/Stop/Pivot/Restart Sales Strategies
Sales, as with most things, is something that demands regularity in execution. By that, I mean, there are many things a sales person or manager has to do to perform. Some of the obvious: Prospecting,…
Outcome Based Buying
Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address…
Sales, You Have to Do the Whole Job, All the Time
We—or rather my wife—had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper told my wife, “I really don’t like what I have to…
In Praise of Pushy Sales People
I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other therapy to make me less pushy. But, to be honest, I…