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
Customers Should Care About Your Profitability
Too often, we succumb to price pressure—even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business. What if we started…
Automation: Are We Empowering Human Interaction or Displacing It?
The sales and marketing technology along with the social networking/selling technologies represent a huge amount of the changes that are driving sales and marketing. They relieve us of many of the tasks that used to…
The Customer Buying Process is Not About You or Your Competition
I’m tempted to paraphrase the old Carly Simon song, You’re So Vain. Too often we think our customers’ buying cycles are about us, at least a choice between us and our competitors. The buying process…
Rescuing Deals!
Each of us has experienced it, we’re struggling winning a deal. It’s an important one for us and for the company, we look for help from our managers and others. Instead of providing help, the…
Are Your Sales Metrics Aligned with Your Business Strategy?
Not long ago, I spoke with a frustrated CEO. His company was doing OK, but somehow not meeting his expectations. Like many companies, the customers’ needs were changing quite profoundly. They were rapidly shifting their…
What We Care About vs. What Our Customers Care About
There is a huge chasm between customers and our own sales and marketing initiatives. This is nothing new, yet it’s what keeps us from connecting with our customers and prospects. It’s what causes our customers…
Delivering Insight: What Happens Next?
The CMO and Sales VP were reviewing their latest programs to get their people delivering insight to their customers. They went through a series of provocative issues and insights—each tuned to a specific set of…
Are You Guilty of Picking Things Apart?
It seems to be human nature to pick things apart. We may be looking at a new prospecting or marketing program, we may be looking at a deal strategy, we may be looking at a…
Busyness is Not Productiveness
Somehow a packed calendar/agenda seems to be an indicator of our “success.” We live in a 7/24 world, we have more work than we can manage, and we constantly fill our calendars with activities. It…
Customers Aren’t Widgets
I’ve always thought sales is more science than art. I believe selling is a set of disciplined processes, many of which can be “engineered” to optimize our ability to engage the right customers/prospects, with the…