a person

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

Measuring Outcomes Not Activities

| Dave Brock

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,…

The Examples We Set, Our People Are Watching

| Dave Brock

As managers and leaders, we create (consciously or unconsciously) dozens of “training” moments for our people, every day. Our people watch our every move, drawing conclusions about what they should be doing, how they should…

Value Creation as a Form of Discounting

| Dave Brock

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising and delighting them. In truth, I’ve been raised in this camp…

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Don’t Fear Transformation, Fear Irrelevance!

| Dave Brock
A reader asked how to overcome individuals’ and organizational fear of transformation. My knee jerk reaction was that irrelevance is much more scary than transformation.
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When’s the Last Time You Visited a Customer?

| Dave Brock
One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective.
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The Killer Closing Technique

| Dave Brock
Through my career, I’ve been “taught” and subjected to 100’s of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.

How Well Do You Know Your Customer?

| Dave Brock
My friend Tim Ohai has a brilliant bet he makes with sales people. He puts a $100 bill on the table, saying, “If you can talk about your customer, their problems, opportunities, and challenges for 20 minutes, without ever mentioning your products, the $100 is yours.”

“Fix the Sales Problem!”

| Dave Brock
Revenue growth and revenue generation is dependent on the company’s ability to identify and target new markets for existing solutions, developing new solutions for existing customers.

Stop Heroic Sales Efforts!

| Dave Brock
We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. The problem is, heroic sales efforts aren’t scalable!

Why We Have Fewer Choices in a World of Wider Choice

| Dave Brock
Whether as individual consumers, or organizations, there’s an interesting paradox. The number of choices we have is expanding at a huge rate.