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
Are We Getting Prospecting Wrong?
Today, most of what I hear from sales people and executives is they are opportunity starved. They are all desperate to find more qualified opportunities. Prospecting and lead gen have become the dominant issues in…
Effectiveness Must Precede Efficiency
Too often, we seem too focused on volume, velocity and activity levels, thinking that the more things we do, the better we are. We set goals for number of prospecting calls, numbers of meetings, and…
Cold Calling is Alive and Kicking
Cold calling is alive—at least when you look at the number of posts proclaiming its death. Also, judging by the number of “cold calls” I get every day. It’s unfortunate that a discussion about cold…
Our Products Are Becoming Commoditized!
It seems every product, regardless of how complex, is destined for some level of commoditization. In virtually every industry, we look at products and solutions that were very complex. These require great product knowledge and…
Our Value Creation Starts Within Our Own Company
Recently, I wrote, “Sales People Don’t Have The Time To Create Value With Customers…” Clearly, this is unacceptable if we are to drive business results. If we aren’t taking the time to create value with…
Getting Feedback Wrong
We know feedback is important to our own personal development. It’s how we learn and grow, it’s how we improve. All high performers (or aspiring high performers) are constantly looking for feedback. Our people need…
The Hidden Sales Productivity Drain
Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is completely filled, often with overlaps in meetings, some with multiple things…
Compressing the Sales Cycle
There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” This focuses on what we call wall/calendar time…
How Does Your Customer Make Money?
Recently, I was in a discussion with a group of sales people. I posed the question, “How does your customer make money?” Most of them responded with what their customers did, for example: “They’re a…
Killing the Conversation
Over the past couple of days, I’ve participated—at a distance—in an interesting conversation. Let me clarify, the conversation was interesting, but the dynamic of the conversation and what destroyed it was more interesting. To provide…