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
Ditching the Performance Review: Another Look
There is no doubt the performance planning and review process in most organizations is broken. Too often, it’s a meaningless annual exercise of managers and their people filling out forms, having “the conversation” then going…
Speed Kills!
No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually far fewer than I deserve.) I just read a horrible piece…
A Losing Strategy: “Our Product is Better Than Theirs”
The other day, I was having breakfast with a frustrated executive. He had just reviewed a playbook that had been developed and was being launched to sales. It was the result of an effort between…
Burying Our Heads in the Sand
Nobody likes to admit they have a problem. I suppose it’s human nature, or at least in the world of sales part of the inherent optimism sales people must have to thrive. Individually and organizationally,…
What’s Your Ask/Tell Ratio?
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to your effectiveness. The Ask/Tell ratio is a simple concept; few people think about it. It’s simply the ratio of questions…
High Velocity Prospecting
I’m a huge fan of high velocity outbound calls—at least when done well. Recently, I needed to buy a new car. My current car was coming off lease, and I thought I’d take advantage of some of…
Prescriptive Selling
I’m seeing a trend toward increasing prescription in selling. By that, I mean marketing, sales enablement, or management are prescribing the activities, actions, scripts, conversations their people should be having. Many of the new technologies…
Volume and Velocity—What’s Missing?
There’s a huge amount of discussion focusing on Volume And Velocity in sales. SaaS companies trying to build traction and subscriptions person by person, department by department—at least until they confront the enterprise. Companies envying…
Is the Customer Journey Really That Predictable?
I saw the Princeton Marching Band for the first time in the early 80’s. I was working in Manhattan, a few of my colleagues were Princeton grads, so every once in a while, we’d take…
When Do You Do Your Best Selling?
The lives of most sales people seem to be split between two types of frenzied activities—prospecting, trying to find someone willing to talk to you, and chasing down deals. Often, our engagement models are reflections…