David Brock

California

CEO and Blogger at Business 2 Community

Passionate about helping sales and business professionals achieve extraordinary goals. Author of the Sales Manager Survival Guide

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Articles

The Hidden Cost Of False Efficiency

3 weeks ago | membrain.com | George Brontén |Dave Brock |David Brock

My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an important concept, and at the root of many of the challenges we face in growing our businesses. I’ve written too often and whined too much about our continued inability to focus on effectiveness, outcomes, and continual improvement. I don’t want to reiterate those issues here.
Why Cheatsheets And Hacks Don’t Deliver

1 month ago | membrain.com | Dave Brock |David Brock

My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help them do their jobs, to find the shortcuts or secrets to success. I look at them, most are pretty good, there are always interesting ideas and approaches. But there’s a problem with them... They don’t really work. Let me revise that, they work extraordinarily well for the people that develop them.
Should your business really be using AI?

1 month ago | jewellermagazine.com | David Brock

I recently heard an outstanding observation from business consultant James Pursey during a sales seminar about using Artificial Intelligence (AI). He said, “If you can’t do it yourself, you probably shouldn’t be using AI.”The only modification I would make is to say that if you can’t do the task excellently yourself, you should probably avoid using AI.
Preventing burnout among the staff in your store

2 months ago | jewellermagazine.com | Jeannie Walters |David Brown |Paul Sloane |David Brock

There is a strange dichotomy in customer service. At its core, it should be joyful!It feels good to help customers solve problems, have a moment of delight, and feel better about their business relationships. However, the truth is that those same customers, whom we are happy to serve, do not always sing our praises or use their ‘inside voices’ when asking for support. Serving customers is hard work.
The Sales Process And Contextual Flexibility

Feb 28, 2025 | membrain.com | Dave Brock |David Brock

I’ve been doing some work with a brilliant CRO. We’ve been reworking and implementing a revised selling/buying process. Their previous process was poorly defined, outdated, and people weren’t using it.
Doing Our People's Jobs......

Jan 21, 2025 | partnersinexcellenceblog.com | David Brock

One of the biggest mistakes I see too many managers make, is they dive in and start doing their people’s jobs. The motivations for this range from being well intended to malicious. We have all seen the managers believing they are the best sales people in the world, sweeping their people aside, playing “Superseller” in important customer calls.
Do You Know Your Customers' Personal Objectives?

Jan 15, 2025 | partnersinexcellenceblog.com | David Brock

“Behind every business objective is the fulfillment of a personal objective.”* In our discovery process, if we conduct a discovery, we seek to understand the customers’ business objectives. “What problem are they solving, why is it important to solve it, what are the risks of solving/not solving it…….” And we focus the presentation of our solutions in terms of how it addresses the business objectives. Perhaps it’s a value proposition, an ROI, or something else.
Distraction And Focus

Dec 21, 2024 | partnersinexcellenceblog.com | David Brock

At the end of the year, I tend to be a little more reflective than during the rest of the year. In part, this post is a reminder to me about how I get distracted and lose focus–way too easily. In part, it’s an observation of things I see every day. What provoked this happened a few days ago. I was treating myself to a breakfast at a favorite restaurant. I’m a regular, they know my favorite table is in the back where I can observe everyone else. I was struck by a couple a few tables away from me.
Chatbots: Consumers growing weary of customer service tactics

Dec 1, 2024 | jewellermagazine.com | Samuel Ord |Brian Walker |David Brock |Thomas Young

These programs have long been promoted as efficient tools that save time and money while resolving repetitive issues. A recent report from Business Insider highlighted the disadvantages of these programs and the potential ramifications for retailers that rely on them. Surveys reveal that many customers prefer to avoid interacting with artificial intelligence (AI) for customer service, fearing it will complicate reaching a human representative or provide incorrect answers.
Control Disguised As Coaching

Nov 6, 2024 | membrain.com | Dave Brock |Dave Kurlan |George Brontén |David Brock

Often, when I talk to managers, they tell me how much time they spend coaching.