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
Great Selling is Habit Forming
I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless. Sometimes we experience it in…
What Problem is Your Customer Really Trying to Solve?
The majority of sales people, unfortunately are just peddlers—walking, talking brochures. Needless to say, customers are finding digital sources of information much more useful than talking to those sales people. The data consistently shows customers…
Fear of Failure
As sales people and leaders, we have an interesting relationship with failure. We are in an intensely competitive profession. Our customers are and should be evaluating alternatives. In any buying decision, there will only be…
Prospecting Differentiation
We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive. Unfortunately, our efforts at differentiation tend to focus on…
Are You Selling What You Can Sell or Selling What You Need to Sell?
Most sales people I meet are genuinely busy. They are trying to meet new customers, find new deals, qualify them, move them to closure. It seems to be almost a badge of honor when I…
Leadership is Not About “Monitoring”
Too often when I speak to sales managers, they focus on “monitoring” their sales people. They constantly focus on: Where they are on MTD, QTD, YTD numbers? Do their pipelines have the right volume/velocity of…
Too Busy to Do What We Know is Right
The sales team knew the sales process helped improve the results they produced—they had tested it, they’d seen profound improvements in result, but they weren’t using it. They struggled to produce results. The manager knew…
Changing the Questions
We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we…
Selling IS a Service
It seems the world is migrating to an “As A Service” model. Every day one hears a new (sometimes not so new) XaaS approach. The model, at least as a subscription payment approach, is not…
Stop Focusing on the Top of the Pipeline!
Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues. It seems the universal,…