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
Experience Does(n’t) Matter
Experience is an interesting thing. It is, sometimes, very helpful. But, too often it limits us. Experience can be helpful. As we do our work, our past experience in similar situations shapes how we address…
Understanding the Difference Between Good & Bad Revenue
It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!” What’s the…
Are You Asking the Right Questions?
Why, What, How, Who, When, Where We see versions of these words in different contexts. If you’ve ever been a journalist, these are the fundamental issues the journalist must address in any story. If you…
Diversity Is Critical, & Not For The Reasons We Think!
This is one of those posts that starts with an apology or a disclaimer. I hesitated writing it, because what I am writing can be so easily misinterpreted, or I may be very naive/poorly informed….
Culture and Values Count in Leadership
So many of the discussions on sales and business performance focus on strategies, competitive positioning, product/service superiority, and even customer satisfaction/loyalty. As we talk about how we execute at the highest levels, depending on what…
How to Talk About Competitors? You Don’t
Not long ago, I read an exchange about how we should talk to our customers about out competitors. Some felt we should take a “leadership” position offering our views and insights to the customer. Frankly,…
The Real Future Of Selling, Not What You Think It Will Be
There seems to be wide agreement that the pandemic and related economic and social challenges we and our customers face, will change selling forever (and I think for the good.) The concept of “virtual selling,”…
Great Coaches Don’t Give Answers
Both managers and the people they coach often have the wrong impression of coaching. Too often, we go to our managers looking for answers. Great managers tend not to give answers. As people looking for…
Be Unapologetic About Helping Your Customers Succeed
I got a LinkedIn message today from a great sales person. It was intended to be a humorous and fun comment, ” The only reason why I don’t click ‘like’ or comment your posts is…
Reinventing Selling!
The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. It has forced each of us to rethink, reset, and change. We all know that selling…