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
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…
Math Works, Always: How Do We Tilt the Numbers in Our Favor?
In sales and marketing, we at least claim to be very numbers oriented. We have metrics around everything: Click-throughs Bounces Open rates Time spent on a page MQL, SQL, SAL Daily/weekly dials Daily/weekly conversations/meetings Demos…
On Professionalism
How would you feel if you walked into a dentist’s office, and everyone in the office had terrible/rotting teeth? Would you hire a contractor whose tools are rusted or broken? Or a landscaper whose yard…
“Active Listening” is Not a Technique
Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the statement, “Active listening makes them feel like they are being heard…” I’m sure…
Leveraging Your Information Advantage
In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” Prospects and customers relied on sales people to educate them on products and…
What’s Your Bell Curve Look Like?
We tend to think about organizational performance in terms of “bell curves” or some sort of distribution curve. The typical bell curve looks something like this: The performance of our people is on the X…
Servant Salespersonship
Some of the more cynical (or perhaps worn down) of you will misread the title, thinking, “Dave, we’re already slaves to our jobs, managers, companies. What are you doing?” I’m really thinking about applying the…
What’s the Difference Between “A” Players and Others? It’s All in the Details
I was having a conversation with a colleague about the differences between top performers and everyone else. The conversation caused me to reflect on discussions I’ve had with 1000’s of sales people over the past…
Are You Coachable?
Being coachable, whether you are a top executive, a middle manager, a front line sales manager, or an individual contributor is critical to your success. To grow and develop, to improve our abilities to achieve…
Product versus Solution Selling
It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is…