David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Is Your Customer Prepared For Your Sales Call?
Posted on November, 2013

November 7, 2013 by David Brock

Richard Ruff wrote a great article on Sales Call Planning, it provoked me to … [Read more...]

November 6, 2013 by David Brock

Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]

November 4, 2013 by David Brock

Do you have "Lighthouse Customers?" Lighthouse Customers are critical for every … [Read more...]

November 4, 2013 by David Brock

I'm often amazed by the discussions--or absence of discussions on … [Read more...]

November 1, 2013 by David Brock

The other day I wrote, "It's Account Planning Season" again. Commenting on the … [Read more...]

October 31, 2013 by David Brock

Pipeline reviews and reporting are constant sources of contention between … [Read more...]

October 30, 2013 by David Brock

Selling and Order Taking are sometimes confusing. They overlap in some areas, … [Read more...]

October 29, 2013 by David Brock

I was speaking to a client a few weeks ago about some "performance" issues he … [Read more...]

October 27, 2013 by David Brock

As we race to year end, trying to make our numbers, we also enter "account … [Read more...]

October 26, 2013 by David Brock

The phone rang, a sales person introduced himself asking, "Who's in charge of … [Read more...]