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 Have You Helped Your Customers Improve Their Outcomes?
At the end of the year, there’s always a huge intensity of activity. A lot driven by the various holidays we celebrate, a lot driven by year end (or quarter end), and some driven by…
Is Some Revenue Better Than No Revenue?
The knee jerk reaction to the question, “Is some revenue better than no revenue,” is probably a resounding, Duuuuhhhhhh, well why wouldn’t it be??! But let me provide a little context. I just had an…
What’s the Problem with Demos?
Demos Sell! I was visiting a company recently, they had a full court press on doing demos. People were measured on the number of demos they were doing, they had created a contest around who…
Being Interesting
Millions of people hours are spent every day confronting the issue, “How do we get our customers to be interested in us?” Marketing spends millions in content strategies, overlaid with all sorts of promotion programs….
The Problem with Pitch Decks
I’ve seen thousands of pitch decks. The vast majority are horrible. There’s the corporate vanity deck. It always has a lot of slides. Usually it mentions the customer name in about 3 places, on the cover…
Solving the Customer’s Problem
Yesterday, I had one of those “Aha” moments. I realized that much of what I’ve been talking about for years has been wrong. Well not completely wrong but off target enough to be significant. I’ve…
Bad Selling Fundamentals = Bad Social Selling
Social Selling is the “Easy Button” for every sales person’s dreams of making quota. At least if you believe 75% of what’s written about Social Selling, all you have to do is leverage LinkedIn, Facebook,…
Your Channel Partners Aren’t the Enemy!
Few organizations have the ability to reach every possible customers themselves. They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to…
Provocation or Obnoxiousness?
The concept of provoking our customers, getting them to think about their businesses differently is a key element of providing insights. Paraphrasing Brent Adamson, to help our customers “unlearn” we have to show them what they are…
Closing the Sale
Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely…