David Brock on Muck Rack

David Brock

California
As seen in: Business 2 Community, LinkedIn, Nottingham Post, Computer History Museum, Equinix, Everand, CustomerThink, Editor & Publisher, RaceDepartment, TalentCulture, Fantasy Magazine and
Passionate about helping sales and business professionals achieve extraordinary goals. Author of the Sales Manager Survival Guide
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Articles

“We Are Competing To Lose 80-85% Of Our Deals!”

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By Dave Brock, David Brock
| Art & Science of Complex Sales
Imagine a CRO presenting to the exec or investor team. This CRO is presenting their GTM strategy, and a key statement in that strategy is, “We are competing and hoping to lose 80-85% of the deals we invest in!” We all know what happens. That CRO is sent packing, a new CRO is brought in, a new playbook. Three months later, we see, “We are competing to lose 80-85% of our deals!” This strategy is unspoken.
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The tale of two salespeople

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By David Brock
| Jeweller Magazine Verified
Last year, I was asked to analyse and review two salespeople. There was a problem. The client and I wanted to understand exactly what drove the performance differences between them. On the surface, the two staff looked identical, or at least they had similar backgrounds and experience levels. Their ‘territories’ were nearly identical, with a focus on new accounts. They had been through the same training, used the same tools, and worked under the same commission scheme.
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2026 Australian Jewellery Fair Buying Guide: Get Set, Go!

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By David Brock
| Jeweller Magazine Verified
Exhibitor Floor Plan Exhibitor Index Australian Sapphires A57 Kaiserman Jewellery C40 Autore Pearls C36 La Couronne Jewellery B54 Avika C11 Mark McAskill Jewellery B01 Ayres Packaging and Display A22 Morris and Watson A43 Aztec Gold & Silver A46 Mosaic Jewelry C57 BECKS Group Australia B60 Nationwide Jewellers NATIONWIDE Bella Donna Silver C51 O'Neils C54 Blumoon Diamond A12 OOZOO Timepieces (Steel & Barnett) C08 Bolton Gems A15 Orange River B55 Cactus Watches A59 Palloys A05 Centrestone...
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