David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Performance Management Friday --- Customer Retention/Customer Attrition
Posted on November, 2011

November 24, 2011 by David Brock 2 Comments

Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]

Today is Thanksgiving in the US. It will prompt the usual spate of posts about … [Read more...]

November 22, 2011 by David Brock 3 Comments

Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]

One of the most important roles of the sales professional is to remove obstacles … [Read more...]

November 20, 2011 by David Brock 2 Comments

Pardon my awkward paraphrasing of the famous "Yes Virginia, There Is A Santa … [Read more...]

I'm shifting gears a little, today I'm focusing on a key sales management … [Read more...]

November 16, 2011 by David Brock 2 Comments

The short answer is Yes--and--No. I sit through all sorts of conferences that … [Read more...]

The other day, someone called me. He wanted to pick my brain (feeble pickings) … [Read more...]

It's always difficult to balance our selling activities. We've got a bunch of … [Read more...]

The phone rings. I pick it up, it's a sales person from a supplier of Sales … [Read more...]