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
Are You Confident Enough In Your Value Not To Discount?
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price…
The Power Of Role Playing
You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues.” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and…
Are You Really Differentiated?
We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to…
Thinking About Diversity And Inclusion
The NY Times had a fascinating article: “Faces Of Power, 80% Are White As The Country Gets More Diverse.” There were a couple of interesting data points: Of the 25 highest value publicly traded companies…
What 95% Of Meetings Miss
I spend much of my time in meetings with clients and their customers. Since the pandemic, it seems I have more meetings on my calendar, starting early in the morning running into the afternoon. I…
“Manage And Coach By Results…..”
I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. He goes on to say,…
The Five “Whys”
The “5 Whys” is a tool developed decades ago, attributed to Sakichi Toyoda in developing the Toyota Production System. Anyone involved in TQM or Lean knows about the “5 Whys,” and how to leverage them….
Want to Sell Effectively? Stop Talking!
So much of our training and our engagement strategies involve our talking. We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often…
Coaching The Un-coachable
I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is un-coachable?”…
“Do As I Say, Not As I Do!”
My parents were core in establishing my values and helping me grow as an individual (my Mom still teaches me lessons every day). They were phenomenal role models for my sisters and me. But I…