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
Don’t Fear Transformation, Fear Irrelevance!
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.
When’s the Last Time You Visited a Customer?
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.
The Killer Closing Technique
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?
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!”
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!
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
Whether as individual consumers, or organizations, there’s an interesting paradox. The number of choices we have is expanding at a huge rate.
Is It Your Sales Process?
Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.
“A Shot in the Dark”
When you start thinking about it, there is really very little reason to have to “Take A Shot In The Dark.” Increasingly, we have the ability to be very pinpointed.
Throw Away Your Value Proposition, It’s Meaningless!
Hold onto your outbursts of, “Dave, you’ve lost it!” Also, recognize that I may be playing a few word games—but with a purpose.