David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Why Do They NEED What You Are Selling?
Posted on December, 2014

December 8, 2014 by David Brock 1 Comment

I have to admit, part of the reason I'm writing this post is to ease my … [Read more...]

Often, in talking about deals with sales people, there are things that just … [Read more...]

Recently, I was doing pipeline, deal, and territory reviews with several sales … [Read more...]

Bear with me on my word play in the title. I was just doing some deal reviews … [Read more...]

November 27, 2014 by David Brock 7 Comments

The days of product, even solution based differentiation are long passed. We … [Read more...]

November 24, 2014 by David Brock 6 Comments

I received an interesting email. A person had read a post I had written about … [Read more...]

I worry, sometimes, that we take the process of hiring, onboarding, coaching, … [Read more...]

I'm occasionally amused by some of the comments and responses my blog posts … [Read more...]

November 13, 2014 by David Brock 2 Comments

As sales people, we probably have strong egos. It's part of what gives us the … [Read more...]

I'm often asked, "Who's the best sales person you've ever known." Recently, a … [Read more...]