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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,” John Nardella

By David Brock | March 12, 2024

Preface: When I met John Nardella years ago, he was an eager but relatively new AE for a company selling DevOps tools. Within a couple of years, he grew to be the top performer, globally. Today, he is responsible for some of SAPs largest enterprise accounts. John is viciously focused–he deeply understands the customer and their drivers. He will always do the right thing for the customer. At the same time, he considers his quota as something he passes on the way to achieving his personal goals. Like others who’ve offered their stories, John has a clear purpose: “Each sale […]

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“Why I’m So Interested In Selling,” Kelly Riggs

By David Brock | March 12, 2024

Preface: Kelly Riggs and I got acquainted a number of years ago. We started sharing ideas on LinkedIn, then Kelly has invited me to appear on his podcasts. Like me, Kelly is a “grinder,” he doesn’t believe in tricks/gimmicks, he believes top performers do the work.  One of the things Kelly highlights is the thrill of competing and achieving, “why I love the profession – it provides a way for me to feed my competitive nature. I want to set goals and reach them. I want to look at the top of the leaderboard and figure out a way to […]

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“Why I’m So Interested In Selling,” Don Mulhern

By David Brock | March 12, 2024

Preface: Don Mulhern is a great friend and colleague. One thing that struck me in Don’s contribution is the joy in “doing the work.” Reflecting on other stories, everyone is excited to “do the work.” Another thing struck me: “And I love what professional selling is not. It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many. Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes.   Why I Love Sales Dave, I found your question very thought provoking. As I pondered […]

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Grinding It Out….

By David Brock | March 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. Don’t get me wrong, these tools are very powerful and helpful. I leverage them constantly through my day, but for very different purposes than the majority of sellers. My feeds are filled with tricks and hacks. Most focused on efficiency, few focused on impact, differentiation, and value. There are prompts for “researching and understanding” any role you might be selling to. Or any market or industry. Hacks for structuring and […]

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“Why I’m So Interested In Selling,” Chloe Wold

By David Brock | March 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Chloe’s story is just that. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers. People who have managed 1000s and led multi-billion efforts. People who have been individual contributors, learning, growing and achieving great success. Chloe Wold is different. She’s been in sales for less than a year. It’s her first real sales role. But of all the stories I’ve […]

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“Why I’m So Interested In Selling,” Klaus Leutbecher

By David Brock | March 9, 2024

Preface: Klaus Leutbecher and I met in the early 90’s when I was at Keithley Instruments. At the time, he was running sales and Germany, later ran sales in EMEA. “Why I’m So Interested In Selling” Let’s start with a disclaimer. Throughout all my professional life it never felt like “selling” or “following a career plan”. Please let me explain with some anecdotes. I started off with an electrical engineering degree working for a German manufacturer of electromechanical/electronic sub-systems, e.g. tuner/remote controls for TV-sets. In 1978, very early in my work life and only because I spoke some English, I […]

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