David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Are Your Customers Doing The Right Job Of Qualification?
Posted on February, 2012

February 1, 2012 by David Brock 1 Comment

"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]

I've written quite a bit about Challenger Selling and it's many related … [Read more...]

January 30, 2012 by David Brock 1 Comment

One of the things I love the most about sales people is the eternal optimism. … [Read more...]

I started my career selling mainframe computers for IBM. When I joined IBM, … [Read more...]

I've got a terrible confession to make. I cheat. I don't want to play fair and … [Read more...]

I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]

Sales people are notoriously bad at writing things down and documenting things. … [Read more...]

I've been writing a lot about changing the conversation, about challenging our … [Read more...]

As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]

It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]