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
What is the Purpose of Buying?
I can imagine the raised eyebrows, the questioning expressions, and the thought, “What the hell is he talking about now? What kind of esoteric journey is he dragging us on?” Some might glibly say, “Well…
Do Your People Own Their Commitments and Responsibilities?
A sales manager was whining to me, “My sales people don’t do what I tell them to do! How do I get them to do the things I want them to do?” He went on…
Going Beyond the “What” of Activity Metrics
Activity metrics are receiving lots of attention. Activity metrics can be very useful, at the same time, they can stimulate a lot of, well … wasted activity. Too often, we focus on the wrong things…
Customers Don’t Care About Their Buying Journey
Recently, I was speaking with an executive whose team was involved in a major purchase decision. I asked him to describe his buying process/journey. He looked at me with an amused/quizzical look. “We don’t think…
Moving Beyond the “Chaotic Buying Process”
It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1….
The Challenged Customer
Our customers (and us) live in worlds characterized by information overload, rapidly changing circumstances, increasing demands, rising management expectations, scarcer resources, increasing scale, disruption, distraction, and complexity. It’s impossible to avoid feeling overwhelmed, unbalanced, and distracted….
The “Chaotic” Buying Process
We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process….
Relationships Matter—But What Does That Mean?
Andy Paul wrote a terrific piece on relationships (visit TheSalesHouse to get some of his thinking). There is a lot of discussion, pro and con, about the importance of relationships—but little of it drives any clarity about…
Who is Your Customer?
One of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I pose the question, “Who’s your ideal customer,” it’s usually met…
Why Are They Buying?
I was sitting in yet another deal review. The sales person was describing the deal, focusing on what the customer wanted to buy. The sales person described the products, the volumes, the competition, potential pricing……