David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Performance Management Friday --- Quota
Posted on December, 2011

December 23, 2011 by David Brock

I've been writing this series of posts on metrics, and how sales people and … [Read more...]

December 22, 2011 by David Brock

We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]

December 20, 2011 by David Brock

I'm writing this with some trepidation, I worry that my message will be … [Read more...]

December 20, 2011 by David Brock

What do we talk to our customers and prospects about? To me, the answer is … [Read more...]

December 15, 2011 by David Brock

As we finish the year and get ready for next year, it's time to look at our … [Read more...]

December 14, 2011 by David Brock

A number of years ago, I was prospecting. It was a mid-sized company. I had a … [Read more...]

December 13, 2011 by David Brock

I can already hear the distress from product managers and product marketing … [Read more...]

December 12, 2011 by David Brock

Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]

December 11, 2011 by David Brock

I've been writing a lot about the importance of sales people challenging their … [Read more...]

December 8, 2011 by David Brock

Time Management is a top issue impacting sales productivity. It's tough to … [Read more...]