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Dave Brock, Partners In EXCELLENCE
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Dave Brock, Partners In EXCELLENCE

Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.

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CEOs Would Be PISSED OFF If They Knew This Secret!

I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.

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Our Numbers Aren’t Laws Of Physics!

We tend to think of the Laws Of Physics as fundamental truths about how things behave.* For example, F=M x A (Force is equal to Mass times Acceleration). We always calculate force using this formula, it is universal. These Laws represent fundamental behaviors of objects and very predictable properties.

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AI And Sales, What We Misunderstand

Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that…

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What’s The Customer Business Problem?

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.”

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Sales Training And The “Forgetting Curve”

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training.

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Sales Talent Is A Problem, Is It Worth Solving?

I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, by the folks at CSO Insights. It’s an interesting view, in the spirit of “Yes, and...” I’d like to add to the discussion.

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In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!

Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.

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Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on?

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Automating Stupidity

I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.