David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Crossing The Chasm: What We Care About Versus What Our Customers Care About
Posted on January, 2017

January 10, 2017 by David Brock 1 Comment

There is a huge chasm between customers and our own sales and marketing … [Read more...]

To some degree, a major function of sales people has been to be an information … [Read more...]

This morning I was struck by some very kind words in a note from Dan Waldschmidt … [Read more...]

The CMO and Sales VP were reviewing their latest programs to get their people … [Read more...]

December 28, 2016 by David Brock 6 Comments

Through 2016, we've conducted extensive research on sales performance, trying to … [Read more...]

December 26, 2016 by David Brock 8 Comments

I think I'm suffering "Social Selling Fatigue." Perhaps it's the time of year, … [Read more...]

It seems to be human nature to pick things apart. We may be looking at a new … [Read more...]

I just read an outstanding article, How To Create An Effective Account-Based … [Read more...]

Long time followers of this blog will recognize this is the time of year when I … [Read more...]

Recently, Don Mulhern and I were have a discussion about … [Read more...]