David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

If Prospecting Is The Toughest Part Of Selling, Why Do We Put Our Least Experienced People In Those Roles?
Posted on February, 2018

Many people believe prospecting is the toughest part of selling. I'm actually … [Read more...]

I was speaking to a colleague the other day, he was looking for a job. He was a … [Read more...]

February 16, 2018 by David Brock 4 Comments

Every day, we are pummeled with experts talking about how to make sales people … [Read more...]

Every once in a while, someone asks me, "When is it right to challenge?" At … [Read more...]

Over the past several weeks, I've been writing articles related to designing our … [Read more...]

All of us know, often talk about the Pareto Principle. It's the 80/20 "rule." … [Read more...]

February 6, 2018 by David Brock 1 Comment

In sales and marketing, we at least claim to be very numbers oriented. We have … [Read more...]

As a disclaimer, I'm a "sales guy," and may misunderstand marketing. But I … [Read more...]

The digital/social landscape looks increasingly bleak. Channel after channel is … [Read more...]

Pipeline coverage is something every sales manager talks about, but few really … [Read more...]