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Making A Difference – Thoughts, Observations and Opinions
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Latest Posts
“Why I’m So Interested In Selling,” Tobia La Marca
Preface: I’ve actually never met Tobia La Marca, but we “talk” and exchange notes/ideas quite frequently. Our relationship started as one of those very “tentative” LinkedIn relationships. Tobia engaged me, complementing my book, I accepted his invitation. Then he started sending me questions and views on some of my posts. They were really good questions, I enjoyed our correspondence. Then, he wrote, I have the Sales Strategist Podcast, would you be a guest? I remember being a little skeptical, but agreed to participate. And that’s when he blew me away. Some of the questions he asked were questions I’d never […]
“Why I Am So Interested In Selling,” Craig Jamieson
Preface: Somehow, I got to know Craig Jamieson because we were “hanging out in the same places.” For the astute readers, it would cause you to tell Craig he needs to hang out with a better class of people. But Craig has hung in there, we have conversations and exchange ideas and opinions about the state of selling. I was attracted to Craig because he had a different client base and focus than I, but I could learn so much from what he was doing. Plus he, like so many others in this series managed to put up with my […]
“Why I’m So Interested In Selling,” Gus Maikish
Preface: Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. Since I was assigned to a different team, I didn’t spend much time with Gus, but remember one call that I tagged along. He was talking to a very difficult customer. I was naive and thought you couldn’t push the customer or disagree with them. I was blown away when Gus opened a very difficult conversation in a direct and tough minded way. It was a difficult […]
“Why I’m So Interested In Selling,” G. Page Singletary
Preface: My relationship with Page Singletary is actually a couple of months old. He was in the audience of a webcast. Immediately after that, he started sending me questions and ideas. Since then, we have constant conversations–and a few debates—about selling. I love Page’s perspective, it comes from deep thinking and deep reading from a variety of topics. Our conversations go from the slightly philosophical to the intensely pragmatic, with sprinklings on golf and dinner at the Yale Club. Enjoy Page’s fascinating reflections. Why am I so interested in selling? by: G Page Singletary Dave Brock understands ‘selling’ at a […]
“Why I’m So Interested In Selling,” Lhat Tzvi
Preface: One of my very closest friends and mentors is Lahat Tzvi. He’s one of the most thoughtful consultant I’ve met. One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” What I value most is Lahat’s way of asking questions and getting me to think differently. What I value second is his patience with my terrible puns and jokes. This is a stunning article! It was originally published in his newsletter, I hope I translated it (or Google did) accurately from Hebrew. Why am I obsessed with sales? Wrote: Haat […]
“Why I’m So Interested In Selling,” Pete Tapley
Preface: Pete Tapley has been a friend and client for about 12 years. I first met Pete when he was running North American Sales at a small technology/professional services company. He went on to senior positions at Cognizant, CSC/DXC Technologies, Telus International. He’s now Managing Director of Data and AI at Accenture. Here’s Pete’s story. My father sold insurance. From an early age he explained to me that sales was the only field with unlimited income. That was interesting to me. In middle school he started taking me to occasional breakfast meetings with clients. One summer, he had attended a […]