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 to Talk to Customers 101
As sellers, our job is to talk to customers. But apparently we do a very bad job at it. Research report after research report say the same things: The majority of customers prefer a rep-free…
“Sales Are Math,” Selling Isn’t!
I recently read a LinkedIn post, one of the statements was, “Sales are math.” For a moment I scratched my head, then I realized the author was absolutely correct. The noun form of the word,…
Buying Is Broken! What’s This Mean For Selling?
Report after report tell us that buyers are failing in their mission to solve a problem and buy a solution. We know 60% of committed buying efforts end in no decision made. For those remaining…
Top Performers Do More Of This
I love learning what top performers do and what drives high levels of performance. As a result, I’m drawn to articles titled, “Top performers do this…,” of “X% of sales people doing this outperform everyone…
Yearning To Be Unemployed
Dave Kurlan went on a fascinating rant on LinkedIn. You should watch it. But his rant provoked me into making a confession. For years, I’ve had a desire to be unemployed—that is to work myself out…
54% Of Buying Journeys Fail
This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts end in no decision made. It should cause all of…
Leave the Heroic Sales Efforts to the Superheroes
We all have them, the “Must Win Deals,” where we pull out all the stops. We do everything we need to do to win the deal. Often, we are at our most creative moments when…
Give Your People The Chance To Do Their Jobs!
It’s funny, every once in a while I find myself in similar conversations with different executives. Each starts in a different place, but the underlying issues are all the same. A core issue has come…
Dear Outlook And Gmail Developers…
Dear Outlook, Gmail, and developers of all email systems. I have a feature request. Actually, it’s a feature removal request. I think it will improve the productivity of all email users, and how they value…
Are You Confident Enough In Your Value Not To Discount?
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price…