David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Applying Lean Practices To Sales And Marketing
Posted on November, 2012

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]

There are hundreds of new books on selling published every year. To be honest, … [Read more...]

November 5, 2012 by David Brock 1 Comment

The scene gets played over and over, literally hundreds of times every year. … [Read more...]

I was recently asked to share my views of the impact of Big Data, business … [Read more...]

I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]

It seems I spend half my life in reviews--territory reviews, pipeline reviews, … [Read more...]

It was a loss review, one of those very difficult discussions after a major--and … [Read more...]

October 30, 2012 by David Brock 1 Comment

We all know the saying, "Things would be great if it weren't for those damned … [Read more...]

As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]

Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]