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Profile: David Brock
Articles by David Brock
Solving Our Problems
I’ve been having trouble with a sales person. He’s someone I’ve done business with a few times before. It started a few months ago. He sold my wife her last... read more
Who Cares About Big Data, Where Are The Big Questions?
This morning, I’m sitting in a series of presentations extolling the value of big data. I get it–kind of. I get that more data has been created in the past... read more
Questions We’re Afraid To Ask
We all have them, Questions We’re Afraid To Ask. They’re obvious, but we’re afraid to ask them. Will we offend the customer? Will they make us look stupid? Are we... read more
Seeing Things Differently, Seeing Different Things
What do you see in this picture? It’s a very famous–some people see an old woman, others see a young woman. Some of you may just be able to see... read more
Try Selling Sand
As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. Recently,... read more
Deal Value Or Buyer Value?
A few years ago, a client called me very frustrated. He was the CEO of a large company, he’d been traveling in the field, visiting customers and sales people. He... read more
On LinkedIn And Recommendations
Perhaps, some “guru” has just published something about the importance of LinkedIn Recommendations. In the past week, I’ve gotten several requests from people for recommendations. Here’s the bad part, they... read more
Doing The Right Thing, Doing Things Right
I believe there is a basic sense of honesty and integrity to the way people behave–though everyday there are stories that test that belief. I believe that people tend to... read more
But Your Price Is Still Too High!
My post, “But Your Price Is Too High” has generated well over 100 comments between here, LinkedIn and a few other sites. The discussion has been very intense, with lots... read more
On Selling Internally
We know the importance of selling internally. We get support, resources, and commitments to help us close deals with our customers. We get the programs and products we need to... read more
“Can I Give You A Quote?”
Within the space of 45 minutes today, I get two calls from sales people–each selling something completely different. The first sentences out of their mouths were essentially the same, “Dave,... read more
Are You Creating A Sense Of Urgency With Your Customers?
1I do deal reviews with sales people every week. Too often, I hear the same thing, “The customer is busy right now, they’ve asked me to call back in 30... read more
The Ability To “Figure It Out”
There’s a great article in the Harvard Business Review, “Figure It Out.” Be sure to get a copy of it. The ability to “Figure Things Out,” is critical for sales... read more
Insight Is All About Having a Point of View
Insight is all about having a point of view, but too often I see sales people who don’t have one or who are afraid to express it to the customer.... read more
“I Need An Excuse To Get Back Into The Customer”
I hear it all the time, “I need an excuse to get back into the customer. Let me get them that case study, that reference, that white paper, anything that... read more
