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
Thanks for Training Me Not to Answer My Phone!
I’ve stopped answering my phone—whether it’s my office, mobile, or home phone, I’ve stopped answering it unless: I recognize the phone number and it’s someone I know. I recognize the caller ID and it’s someone…
Time, Our Scarcest Resource
We all know the single thing we cannot recover is time. Once it’s passed, we can never recover it. Most everything else, we do, we can recover from. We can change our strategy if things…
The Power of “Ritual Questions”
Recently, I read an article about “Ritual Questions.” It’s a powerful concept–but I think leaders can take the concept much further. As I work with and study great leaders, I’ve noticed they all do something similar….
The “Last Mile” in Selling
In the old days of telecom, the days when telecom was dominated by landlines, one of the most important strategies had to do with the “last mile.” (Actually, much of the conversation around net-neutrality is…
Does How You Sell Represent Your Company Well?
Customer experience is increasingly a key differentiator in acquiring and retaining customers. But, too often, we look at customer experience in a very narrow way, we think of it as their experience in using our…
It’s Harder to Sell Within Our Own Companies
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. She was…
If You Don’t Know Who Your Customer Is, Improving Selling Skills Won’t Help
Over the past few days, I’ve been participating in a discussion about a struggling organization. It’s a start up, the CEO wanted help in developing sales skills. But as the discussion progressed, it was clear…
Water, Water Everywhere…
In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, “Water water everywhere Nor a drop to drink.” Sometimes, I think there is a sales version of this, “Information, information everywhere, But we struggle…
No (Wo)Man is an Island
John Donne penned a famous poem, No Man Is An Island, as part of his Devotions on Emergent Occasions. Even in 1624, apparently there were problems with silos, self-centeredness, and the behaviors/mentalities that result. We tend…
If Prospecting is the Toughest Part of Selling, Why Do We Put Our Least Experienced People in Those Roles?
Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Our customers overwhelmed with just doing their jobs. Add on top…