David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

What About Challenger Buying!
Posted on January, 2012

January 31, 2012 by David Brock

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

January 30, 2012 by David Brock

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

January 28, 2012 by David Brock

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

January 26, 2012 by David Brock

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

January 25, 2012 by David Brock

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

January 24, 2012 by David Brock

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

January 23, 2012 by David Brock

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

January 22, 2012 by David Brock

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

January 21, 2012 by David Brock

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

January 20, 2012 by David Brock

Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]