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
“We Can’t Justify Your Price…”
We were debriefing a closing call. Bill’s solution had been selected. Bill had done a great job in competing and in justifying the value of his solution. There was a strong business case demonstrating tremendous improvements…
Critical Selling Skills That Distinguish Top Performers
Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few…
Don’t Focus on Sales Velocity, Focus on Buying Velocity
We spend a lot of time seeking to increase pipeline velocity, compressing sales cycles, and focusing on sales velocity. We are constantly driven to move faster. Sometimes in moving faster, we pass our customer and…
Does What You Do Inspire You?
I’ve spent the last couple of days at Dreamforce. It’s an astounding event, but for me, participating in Dreamforce has taken a big shift. I find myself spending more time meeting with people in one on one’s…
What’s More Important: Experience or Experiences?
The other day I was speaking to a large group of sales people. Many were very new to sales; they had been selling for only a few years. During the conversation, one person asked how…
Are You Creating Value or Cost?
There are thousands of posts and hundreds of books on Value Creation. I’ve, in fact, written 285 since starting this blog and dozens of others at other sites. The themes in all of this stuff…
Perfect Prospecting
Recently, I published a rant on LinkedIn, “Patient 0 Of Stupid Prospecting.” This rant targeted a self-appointed Sales Guru and Sales Trainer who had helped “thousands of sales people” over 15 years. A couple of…
The “Competitor” Question
It happened again this morning. I was doing a review with a sales person. It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition…
Does Everyone Need Coaching?
Participating in a webinar the other day, for a moment I was stumped by a question, “Does everyone need coaching?” I guess, more than being stumped, I was stunned with the question. But on reflection,…
Measuring Outcomes Not Activities
We’re proud of the marketing and sales metrics we have in place. I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. Too often, however,…