Dave Brock, Business 2 Community

Dave Brock

Business 2 Community

Tracy, CA, United States

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Recent:
  • Unknown
Past:
  • Business 2 Community

Past articles by Dave:

If Practice Makes Perfect, Why Do We Keep Practicing the Wrong Things?

We know to master any skill, it takes practice. It may be Malcolm Gladwell’s 10,000 hours to mastery. Or we look at what great athletes, artist, → Read More

Critical Selling Skill: Literacy

Reading Is Fundamental has been the mantra of a children’s literacy not for profit by the same name. I’m writing the management team to suggest they → Read More

There Is No Excuse For Not Doing Your Homework!

To the annoyance of most school children, virtually every night, their parents ask a question, “Did you do your homework?” Growing up, sometimes I would → Read More

Empathy Is Insufficient!

We know empathy is important in working with others, whether it’s our customers, our peers, or our people. If we can’t understand what they face in doing → Read More

The “Heavy Lifting” In Buying and Selling

Selling is difficult. We have to find opportunities for our products and solutions. We have to assess the customer interest in considering our solutions. → Read More

Win/Loss Analysis–Are You Learning As Much As You Should?

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM → Read More

“Did I Do My Best To….”

I’m a big fan of Marshall Goldsmith. One of the methods he uses to help people continuously improve is his set of questions, usually phrased, “Did I do my → Read More

How Do We Make People Better Off By Working With Us?

Reading an article about Patagonia’s and other’s strategies, I was struck by the sentence, “How do we make people better off by working with us?” It’s a → Read More

It’s a New Year, What Should We Be Asking Ourselves?

It’s a New Year. Somehow, even if we don’t believe in New Year resolutions, we use the New Year as a moment to refocus and reset. For those organizations → Read More

“Sensemaking” Is Not Just For Our Customers

Brent Adamson wrote an outstanding HBR article on “Sensemaking For Sales.” It’s an important concept, focused on helping our customers make higher quality → Read More

DIGITAL Transformation or Digital TRANSFORMATION

You can’t look at anything in sales, marketing, even business without encountering the discussions of Digital Transformation. What’s interesting is where → Read More

What Got Us Here Won’t Get Us To Where We Need To Be

Part of what enables us to achieve is our experience and past success. Stated differently, we tend to repeat the things we have always done because they → Read More

Making “The Number” May Not Be Enough!

I was meeting with the executive team of an organization. They were proud, as they should have been, of their performance. For the past 5 years, they had → Read More

Being a Buyer Is a Foreign Concept to Customers

As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things → Read More

Sales and Marketing Alignment or Integration?

I wonder if we need to rethink our concepts of sales and marketing and how we organize to provide those functions within the organization. Looking back, → Read More

Are You “Connecting” With Your People?

I was coaching an outstanding sales manager. She’s committed to her team and improving the performance of each person on the team. She cares deeply for → Read More

What Are the Two Biggest Factors Impacting Your Win Rate?

I get into a lot of conversations with sales people and leaders about winning business. Win rates are too low, I ask people what they think they need to → Read More

All of What We Do Is Really About People

Everything we read about and encounter is about some sort of digital transformation. It could be a business transformation, buying/selling, or even social → Read More

“Advancing The Sale”

Most of our time, as sales people, is figuring out, “What do we do next to win this deal?” We focus on the steps to advance the sale. We think of things → Read More

How Do You Want to Be Sold?

Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being → Read More